Oracle Applications Sales Representative IV in Netherlands, Netherlands

Applications Sales Representative IV

Preferred Qualifications

Oracle (NASDAQ: ORCL) is the world's most complete, open, and integrated business software and hardware systems company. For more information about Oracle, visit oracle.com.

HCM Applications Account Executive

Oracle's Human Capital Management applications are a complete and integrated suite – from core HR transactions to workforce service automation and delivery, to complete enterprise talent management, including many solutions unique in the industry. Oracle's global, web-based, single system architecture is designed for organizations of every size, industry, and region. And only Oracle Human Capital Management comes with complete integrated business intelligence, compliance and security with your choice of deployment options. Oracle is the Human Capital Management solution of choice for more than 14,000 Oracle customers in over 140 countries, including 8 of the top 10 Fortune 500 companies and 30 of the top 40 innovative companies.

Why Oracle?

From recruiting and managing talent, to accurately forecasting future workforce needs, Oracle Human Capital Management enables you to proactively manage Human Resource operations while focusing on strategic business initiatives.

We are looking for a talented sales executive to join our successful, fast growing and highly motivated Human Capital Management (HCM) Cloud Applications Team. Selling Oracle’s range of HCM/HR/Talent Management Cloud solutions will get you involved with the latest Cloud technology.

As an Oracle HCM Applications Sales executive your role will be to develop a strategy and sales plan to win new license sales revenue in line with targets. You will build strong, long-term relationships not only with clients & partners but also internally within the Oracle organisation where an open and team-oriented culture exists.

You will work with Oracle Enterprise customers on solutions that help modern HR leaders stay at the cutting edge of leading trends, take advantage of cloud innovation and make sure they are fully equipped to operate globally. With the complete solution of Oracle HCM Applications you will be able to help Oracle customers deliver the right employee experience, provide workforce insight into every department, recruit and have a clear view of talent and identify future leaders.

Working with our strong Pre-Sales team you will be able to translate business and IT based requirements into a long term business-driven Oracle HR solution, which aligns with the business strategy of our clients. It is also vital that in this role you maintain an understanding of competitive activity in the HCM market generally and HCM industry sector in particular. Our HCM Sales team is not only knowledgeable about the HR Industry but passionate about it too.

Oracle offers the perfect opportunity to work for a truly Global Market Leader committed to ongoing development and sustainable success. This is an exciting time to join us with our broadening footprint and expanding product range offering our clients a complete set of integrated HR and People Applications Solutions.

General Responsibilities:

 Exceed sales targets by owning, driving and winning Cloud-based opportunities in new logos and in Oracle’s extensive customer base

 Own and manage the end –to-end sales process to deliver against a range of performance metrics

 Engage with appropriate resources during the sales process including other Line of Business Sales Representatives, Sales Consulting, Consulting, Oracle Executives, Partners and others

 Developing a strategy and sales plan to address the designated Named Account Territory and / or Major Accounts

 Seek and engage prospect organisations by positioning Oracle Cloud-based solutions, challenging the prospect by leading with Oracle experience, business cases, references and insight from the marketplace, including analysts, partners and other influencers

 Generating and following up on leads through the qualification process

 Create and progress a sales pipeline to meet sales objectives

 Accurately forecast monthly and quarterly revenue delivery

 Working with, and influencing the activities of Oracle Partners as appropriate

 Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector

 Maintaining an awareness of Oracle's current and future Application products and services

 Maintaining an understanding of competitive activity relevant to and industry sector, specific territory or major account

This particular sales role will be focusing on managing the expansion of Oracle HCM, working in coordination with regional Applications Sales Teams to win new Application business, either directly or through partners and growing Oracle's share of business in this sector. Role Scope:

 Reports to Regional HCM Sales Director

 Works in targeted accounts on selling HCM solutions

 Has no direct reports, but leads the activities of virtual teams in sales campaigns

 Focuses in on a Named Account Territory and / or Major Accounts

 Works with appropriate Oracle Partners, ie resellers, SI's, ISV's, technology/application partners and alliances

 Works with Multi Channel Sales, Marketing and Sales Consulting and other Lines of Business (LOBs)

 Works towards allocated cloud recurring revenues (ARRs) and other associated sales targets

Required Skills

 Relevant experience of selling enterprise software solutions

 Track record of selling cloud-based applications from within a major software vendor or niche provider (or ideally both)

 Knowledge of the HCM marketplace

 Demonstrable track record of sales achievement in value based selling roles

 Able to lead prospect / customer engagements through providing insight and challenge to differentiate Oracle’s cloud-based offerings in the HCM market

 Credibility at all levels and evidence of building strong relationships internally and with the prospect / customer community

 Bachelor’s degree or equivalent preferred

 Fluency in local language as well as English is a necessity

Accountabilities:

 Keep current on and communicate current industry trends, drivers and potential

 Translate Oracle's Strategy and Marketing Messages to the market

 Create Value Propositions and communicate the benefits of these to the market

 Design sales and marketing campaigns and put teams and task forces together to deliver them

 Work with Multi Channel Sales Marketing to co-ordinate marketing activities in order to generate leads

 Generate and manage bid teams

 Produce an accurate weekly forecast and pipeline.

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

 Establish and maintain contractual agreements between Oracle and the Customers

 Maintain contact with accounts through Application implementation

 Maintaining an awareness of Partner Competence and capability

 Operate in line with Oracle WE's business processes and procedures

 Deliver and co-ordinate customer presentations and demonstrations

 Attend Industry forums

As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

To apply, connect with us and register your CV

Oracle Recruiting: "Continuously selected by our clients as the exclusive vendor of preeminent talent"

Detailed Description and Job Requirements

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

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. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

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. 8 years applicable experience including 7 years of sales experience. Successful sales track record. 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. Travel may be needed. Bachelor degree or equivalent.

Job: Sales

Location: NL-Netherlands

Other Locations: NL-NL,Netherlands-Utrecht

Job Type: Regular Employee Hire

Organization: Oracle