Applications Sales Representative V

Organization

Oracle has an outstanding track record for delivering business value in the communications industry. Oracle Communications provides an endtoend, cloudnative portfolio that helps service providers design, sell, fulfill, monetize, and assure digital and network services.

Digital Business Experience delivers a preintegrated CX stack for offer design, omnichannel sales, CPQ, selfservice, and AIassisted care, with flexible event- and attributebased pricing to monetize anything.

Unified Inventory Management offers an open, standardsbased active inventory for services and resources across 5G to fiber, with TMFaligned models, federation, open APIs, and Design Studio for modeling and lifecycle management.

Order and Service Management provides central order management and multidomain orchestration (COM/SOM/TOM), dynamically decomposing and orchestrating orders with cloudnative scalability and DevOps practices.

Cloud Scale Charging and Billing enables converged, scalable charging and billing, including new 5G pricing levers such as speed, latency, and quality of experience.

Unified Assurance delivers AIoptimized assurance with MLdriven RCA3 for fault, performance, and service management at scale.

Profile Description

Sells a subset of product or services directly or via partners to named accounts/non-named accounts/geographical territory.

Profile Description - Detailed

• Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers.
• Manage sales through forecasting, account resource allocation, account strategy, and planning.
• Develop solution proposals encompassing all aspects of the application.
• Participate in the development, presentation, and sales of a value proposition.
• Closely work with sales consulting team members for technical aspects, negotiate pricing and contractual agreement to close the sale.
• Identify and develop strategic alignment with key third party influencers.

Job Requirements

• Leading contributor individually and as a team member, providing direction and mentoring to others.
• Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.
• 10+ years applicable experience including 7 years of sales experience.
• Successful sales track record in the said domain
• Ability to penetrate accounts, meet with stakeholders within accounts.
• Oracle knowledge and/or knowledge of Oracle's competitors.
• Interaction with C level players.
• Team player with strong interpersonal /communication skills.
• Excellent communication/negotiating/closing skills with prospects/customers.
• Bachelor degree or equivalent.

Additional Details

Application sales representatives drive new license business within a defined territory and lead the sale of the Oracle Communications software products. The expertise and experience required to sell into the communications marketplace, together with territory specific knowledge of operators and service providers, makes this Applications Sales role a challenging, rewarding and exciting position.

RESPONSIBILITIES:

• Finding and closing new opportunities for software.
• Selling additional products into existing clients.
• Generate, manage, and ensure a strong pipeline -making prospecting a part of the regular routine ensuring that new prospects/opportunities are being added to the pipeline on a consistent basis.
• Accurate sales opportunity forecasting using a sales force automation tool standardized within Oracle.
• Meeting/exceeding set sales quotas while adhering to Oracle's sales rules of engagement.
• Continually learning new products and acquiring better selling skills - participate in self-paced tutorial learning when appropriate.
• Being well informed about current industry trends and being able to talk intelligently about the communications industry as a whole and the territory specifics of this industry.
• Identify and develop strategic alignment with key third party influencers like local Oracle Partners, Systems Integrators and or independent consultants.
• Becoming familiar with Oracle's Communications Partner relationships and leveraging these for new business sales.
• Keeping abreast of competition, competitive issues, and products.
• Attending and participating in sales meetings, product seminars and trade shows.
• Participate in the development, presentation, and sales of a value proposition.
• Preparing written presentations, reports, and price quotations.
• Negotiate pricing and contractual agreement to close the sale.
• Work closely within Oracle across multiple lines of the business and specialist products sales team in a matrix organization.
• Work closely with technical presales consultants to build solution architecture
• Present to customer oracle's products and solution in clear and unambiguous manner.
• Work internally within Oracle through proposal approval process, contract generation, negotiation with customer, finalization and booking process.
• Work closely with senior sales rep to leverage their experience/expertise with Oracle products sales and solution.

Career Level - IC5