Sales Manager - Software License Applications, Vietnam

Sales Manager - Software License Applications, Vietnam

7-10 years
Not Specified

Job Description

Preferred Qualifications
The role of the Software License Manager (Applications) is to primarily
sell Application software products and related services in a defined territory.
Identifies, qualifies and closes new opportunities. Manages accounts (existing
Installed Base %26amp; Net New) including the entire sales process from business
development prospecting and specifications through contract negotiations,
signing, and post-sales support. 
This includes: creating a customer aligned vision, engaging directly
with the customers’ business leaders driving discovery across all customers
lines of business (HR, finance, marketing, sales, operations), developing and
articulating at all levels the business solution, developing a winning strategy
and managing through to closure, creating and communicating value proposition
to CxO level, and with our considerable resources (deal management, legal,
approvals, etc.) to create an optimal commercial structure and negotiating to
  • Define value propositions for Oracle Software
    License Applications (ERP/HCM/CX)
  • Support On Premise requirements, whilst educating
    upgrade to Cloud Journey
  • Sell On Premise Application Licenses (EBS, JDE,
    PFST across HC, ERP %26amp; CRM Pillar)
  • Sell products and services to an assigned
    geographic or national account base territory to achieve assigned objectives
  • Assess market opportunities and develop territory
    plan to meet revenue objectives.
  • Perform sales forecasting, account planning and
    other related sales administrative tasks to grow assigned business
  • Identify new business opportunities by creating and
    implementing territory campaigns with management assistance
  • Maintain a detailed knowledge of the Oracle
    solution set and the benefits delivered and ensure this information is shared
    with all relevant constituents
  • Perform required sales administrative tasks
    (forecasting, account planning, etc.) regularly and on time
  • Ensure their partners have and maintain the
    necessary Oracle Partner Network (OPN) contractual, resell and service
    accreditations by working as local liaison and with our Partner Business
  • Run regular update sessions with the partners
    consultants/architecture to ensure they are up to date with Oracle’s
    Product and Services portfolio and understand how, through the use of
    Oracle’s Innovation they are able to differentiate their solutions to
    their end client. Specifically to also help our partner market their IT

Required Skills
  • At least 7+ years Software Applications Sales
    Experience (ERP, HCM, CRM) in the Enterprise Industry
  • Proven ability to manage complex sales cycle, with
    a track record of successful revenue attainment to an assigned territory
    (industry specific)
  • Competitive product knowledge
  • Strong organizational and management skills - able
    to plan and execute multi-functional workloads (territory planning, campaigns
    initiation, cross-LOB alignment, DemGen activities follow up, channel
    activities, etc.)
  • Territory planning and management skills
  • Effective problem solving skills and an ability to
    present innovative solutions to customer needs
  • Good organizational and planning skills and an
    ability to set and manage priorities
  • Ability to forecast, manage sales expenses, and
    successfully close new Oracle business
  • Excellent communication and presentation skills
  • Ability to identify needs within the market and
    develop go-to-market campaigns to drive incremental business within the region
  • Self-motivator with the ability to work
    independently and solve problems
  • Regional experience - a plus.
  • Frequent Travel may be required.

Detailed Description and Job Requirements
Sells a subset of product or services directly or via partners to small-and-medium d accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.
Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle%27s product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.
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. Failure to obtain results would have serious consequences and need expenditure of resources. May have project lead role. Highly developed selling, customer relations, and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle%27s competitors. Interaction with C level players. Team player. Demonstrated ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 8+ years relevant sales experience. BS/BA degree or equivalent preferred.

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