Services Sales Representative IV

Job Description

*Sales of the organization*s services (e.g., maintenance and service contracts).Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. 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., *About Business Unit:-The Advanced Customer Support (ACS) practice is a unit within the Oracles Customer Services Organisation that establishes long-term relationships with many of Oracles largest customers through annuity-based service contracts. ACS Senior Service Sales sells mission critical services from a broad IT-services portfolio across the whole product stack based on annual managed services contracts, fixed scope service packages and project specific T&M engagements for our Advanced Engineers. ACS services are typically requested by large and mid-size Oracle customers that require the utmost attention to real mission critical applications and processes. ACS is a dedicated business unit with more than 5.000 employees worldwide. We are seeking exceptionally talented Sales Professionals to join the India fast-growing Advanced Customer Supportbusiness. The job requires ambitious, results-oriented sales professionals who possess exceptional New Business (hunter) sales abilities combined with effective Account Management / expansion skills. Join this talented, highly organised team in furthering the rapid expansion of Oracles ACS business in IndiaSCOPE :-

• Reports directly to regional Sales Director for ACS in India
• Works as a member of the ACS Sales Team closely with all functions like Pre sales, Bus. Development and Service Delivery.
• Works closely with specifc Account teams across all related product areas
• Works on an assigned geographic and/or vertical territory
• Works on both named accounts and green-field new business opportunities
• Works towards an allocated booking target for ACS Supports Oracles senior management to drive the ACS business in the market

RESPONSIBILITIES:-

• Winning new ACS sales revenue in line with targets.
• Developing a strategy and ACS sales plan to address the designated account / account list.
• Driving the implementation of ACS sales and marketing campaigns.
• Generating, maturing and following up on leads.
• Identifying and working with the appropriate people in Oracle and the Customer.
• Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle.
• Work both independently and with Oracles sales forces (Prime Premier Sales, Oracle Application, Technology and Hardware sales ) and key Partners to build pipeline and achieve sales quota.
• Create compelling, personalised ACS propositions for targeted prospects/customers.
• Become expert in ACS Services, ensuring the team is seen as exemplars and advisors within Oracle.
• Provide accurate and timely sales forecasts and other information.
• Initiate demand generation and Marketing programmes.
• Work with designated Partners as required.

JOB DESCRIPTION :-Primary job duty is to sell Advanced Customer Support Services offerings to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the customers service lifecycle. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale.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 in the IT- business including minimum 5 years of sales experience in key account management. 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 equivalentACCOUNTABILITES:- Overview:

• Achieve/exceed sales quota.
• Achieve/exceed other objectives as agreed annually/quarterly.
• Work with Sales Management to ensure targets are met and skills are developed.

In detail: :

• Create & maintain sufficient Pipeline to achieve quota.
• Accurate completion of sales forecasts, activities and close plans ensuring corrective action is taken as required.
• Maintain accurate records of all sales activities and key contacts in the Account.
• Ensure Sales Forecasting systems and reporting is accurate and maintained up to date.
• Write proposals with input from all relevant expertise in compliance, in line with Oracle standards.
• Ensure Account Plans are in place as required.
• Obtain appropriate management approval for proposals where required.
• Ensure the contracts are legally compliant and commercially viable in conjunction with Oracle Business Practices.
• Identify, maintain and deploy an internal network of people who can support achievement of plans.
• Create and communicate reference sites. Participate in the development of an industry customer reference programme.
• Attend, host and speak at appropriate events.

Keyskills :
eneratingmaturing following up