Oracle Key Account Manager - Oracle University for the German market in Amsterdam, Netherlands

Key Account Manager - Oracle University for the German market

Preferred Qualifications

POSITION: Education Sales Rep Key/Named Accounts for Germany

DEPARTMENT: Oracle University

REPORTS TO: DECH and North OU Sales Director


Oracle University (OU) provides comprehensive education solutions for customers, partners and employees designed to support the adoption of Oracle technologies. Using a variety of training formats including classroom training, live virtual classes and self-study, we also offer User Adoption Services and now Training on Demand, a brand new digital training format. As one of the largest IT training organizations in the world, we run more than 600 courses per week including 100 Virtual Classes worldwide. More than 400.000 students are trained each year globally; we support 28 languages and have certified 1.3 million people through the Oracle Certification program.


The EMEA objective is to TRANSFORM our business to bring more VALUE to our customers through their success using DIGITAL Learning

Your role within Germany will be to manage Key and Named Accounts. These are defined as:

  • Key Account

o A Top Oracle Account Tier 1 & 2

o Very High potential OU customer

  • Named Account

o A Top 2000 Oracle account

o Support to all Oracle Accounts and Business Partners

Your objective is to drive education revenue growth in Germany, creating high value, high margin solutions using best of breed training solutions to our corporate customers in the private sector and also through government funding and partnerships in non-commercial, workforce and skill development projects in the country.

Successful candidates must be able to demonstrate a proven sales track record in the IT sector, giving examples of communicating at a high level with customers both internally and externally. Your focus will be on Oracle Key or Named accounts and successful candidates will make an immediate impact through initiating key relationships, both internally and externally, that have a high probability of generating revenue. Previous consultative selling experience would be valuable as would an understanding of the IT education business, education for profit in direct sales and through reseller channel.


  • Sales Process Management - Proven sales experience and ability to manage forecast and achievement to sales targets, ability to accelerate the sales process

  • High Level Relationship Building

o Ability to initiate and sustain long term, high level relationships with key/named customers, partners, funding organizations and government departments

o Build internal relationships cross line of business to ensure OU are part of all key licence deals within the region

  • Consultative Selling - Prior successful consultative selling experience

  • Negotiating and Closing - Proven skills in negotiating and closing complex solutions with multiple partners

  • Communication - Flawless German, written (documents, email) and spoken (telephone, face-to-face) combined with experience and confidence communicating at a high level with executives. Flawless English written (documents, email) and spoken (telephone).

  • Self-Drive - Stamina and self-drive to work with high level relationships, third parties and complex solution

  • Customer and Market Knowledge

o Able to demonstrate strong personal relationships at senior level within target Key Accounts

o Knowledge of IT training partners, funding agencies, government departments and IT skills development initiatives, knowledge of IT careers and IT job market in Germany

  • Pricing and Funding Models - Ability to develop accurate P&L, pricing and funding models. Experience with (EU) skills development funds in Germany desirable.

  • Contracting - Ability to work with legal to draft unique or non standard terms

  • Qualification - Skills to qualify partners and opportunities to ensure they meet required standards of integrity and business opportunity

  • Presentation Skills - Ability to present complex solutions with confidence at an executive level

  • IT Skills Development Solutions (desirable)

o Experience architecting IT training solutions to develop skills in support of IT career development


Preferably a degree level.

Proven relevant sales experience of 5 years


Professional & Technical Depth and Credibility

Building Relationships

Influence & Negotiation

Adapting to Change


Sales Leadership

Working with Others


Dublin, Ireland

Amsterdam, The Netherlands

Detailed Description and Job Requirements

Job: Sales

Location: NL-NL,Netherlands-Amsterdam

Other Locations: IE-IE,Ireland-Dublin

Job Type: Regular Employee Hire

Organization: Oracle