Applications Install Base Account Executive, Mid Market

Job Description

Are you willing to be part of the team that transforms how Oracle is winning and managing our customers? And are you motivated by working in a high energy team with a new go to market strategy, a dynamic empowering organization and with market-leading cloud SaaS solutions? Then you might be the perfect candidate for our Applications business (ERP/HCM/EPM/SCM + CX) as a Applications Install Base Sales Executive.

We are looking forward to hiring an ambitious self-starter with drive, who wants to increase Oracle’s footprint through consultative selling, being passionate about customer-centric problem solving and by accompanying our customers on their digital journey.

Do you love to see customers grow and develop their business? Are you passionate about technology and how digitalization changes the way people and organizations work? Do you have the drive and ability to maximise sales and build rewarding client relationships? With our extensive, world-class product portfolio, and the most complete and integrated cloud platform in the world, you could collaborate with some of Oracle’s most exciting customers on their digital journeys.

Career Level – IC4

Responsibilities

Core Responsibilities:

• As an Install Base Sales Executive you are responsible for ensuring the success of Oracle’s customers, focusing on the successful deployment, usage, retention and expansion of existing Applications customers

• Build and execute a demand generation plan for your territory that will deliver your quota and meet the goals established by the team

• Work with the Renewals team to secure our renewals and ensure we are working to secure and grow Oracles applications footprint in the account.

• Drive upsell and x-sell opportunities for existing Cloud customers by showing how Oracle’s application suite can help them to solve the challenges they face today, whilst also future proofing their business.

• Customer Advocacy is key for us and you will be expected to build strong referenceable relationships in your territory.

• Manage your active pipeline of forecasted sales opportunities to meet monthly quota objectives and ensure all the relevant systems (i.e. Sales Cloud) are kept up to date in a timely manner

• Maintain an indepth knowledge of Oracle SaaS cloud solution capabilities and services, as well as industry and digital trends relevant for your customers

• Liaise with the Oracle and partner ecosystem, including Oracle Consulting, Sales Consulting, Alliance & Channel, Customer Success, Oracle Partners and Support organizations to resolve issues for customers

• Educate customers on the Oracle Applications strategy & value propositions, as well as new product features and functions to audiences ranging from Senior Executives to technical stakeholders.

• Position Oracle’s value proposition as part of our overall business solution, linking these benefits back to the key business issues of the client. Ensure our customers are realising the value of their solutions by working with the wider Oracle team including Customer Centric Consultants, CSM, and Product teams to improve customer satisfaction and outcomes in your customer accounts.

• Build C-level relationships with customer executives and help them to design change management programs to expedite users Cloud adoption.

• Conduct quarterly business reviews with customers’ senior executives & key business stakeholders. Engage with customers to do regular health checks and advise on optimal utilization of their investment in Oracle Cloud.

• Guide customers through significant service milestones such as upgrades, new releases etc.

Additional Responsibilities

• Ensure the use of the internal tools, processes to provide the data required to successfully manage and forecast sales (OSC, Customer Connect, etc), and update the business on the status of the customer

• Research and communicate current industry/digitalization trends, drivers and potential.

• Translate Oracle’s Strategy and Marketing Messages to your customer base

• Create Value Propositions and communicate the benefits of these to your customer contacts

• Design customer focused solutions and put teams and task forces together to deliver them.

• Produce an accurate weekly forecast and pipeline using appropriate internal systems.

• Build and maintain effective relationships with other Oracle LOBs to ensure resources are available as and when required.

• Establish and maintain contractual agreements between Oracle and our clients

• Maintain regular contact with accounts through proper relationship building activities – meetings, events etc.

• Maintain awareness of partner competence and capability with focus on delivering customer value through the entire customer lifecycle

• Operate in line with Oracle’s business processes and procedures

• Deliver and co-ordinate customer presentations and demonstrations

• Attend relevant industry/subject forums/professional associations for competence building

Required Skills/Experience

Your enthusiasm, knowledge, and customer-centricity will help us be the #1 Cloud company in the world and stay true to driving customer value. We also look for:

• Experience selling SaaS, other Cloud solutions or consulting services, from lead nurturing to deal closing – we will look for understanding of the full sales cycle and your involvement in it.

• Knowledge of Oracle Applications products (ERP/HCM/EPM/SCM + CX) would be highly advantageous.

• Proven ability to analyse and quickly understand customer needs and leverage insights for consultative selling

• Ability to offer a unique perspective by reframing and challenging the way customers view their business; know how to structure a sales pitch to highlight customer value and influence key decision makers

• Adept at driving two-way communication by clearly articulating value proposition and applying to address customer’s pain points,

• Passion to track digital and industry trends and understand its implications for customers

• Ability to adapt to a rapidly changing and newly established organization, with a dynamic leadership team

• Comfortable working in an organization based on trust and openness – being empowered to speak up and every day try to improve how we work and how we put customers first

• Ability to work independently and with a team, in an efficient and organized manner

• Ability to accurately forecast, report and successfully close new business.

• Bachelor’s degree or equivalent.

• Experience leveraging social media to drive contacts

• Business development, prospecting and strong presentation skills.

• Fluent in the language required for the territory, as well as English.

#LI-Hybrid

A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.

Disclaimer:

Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer