Oracle CX Applications Sales Manager - Russia in Moscow, Russia
CX Applications Sales Manager - Russia
CX Customer Experience
Application Sales Manager - Russia
Go ahead, amaze us.
Oracle has been aggressively building up the CX portfolio (both organically and via acquisitions) to ensure leadership in that space. Today, Oracle's Customer Experience (CX) applications are a complete and integrated suite – from core Sales, Marketing , Customer Service, eCommerce and business analytics applications, to the latest leading edge Social Relationship Marketing solutions – all designed for the Cloud. Oracle’s extensive CX portfolio comprises of our best-of-breed acquisitions (like RightNow, Eloqua and BigMachines) through to Oracle’s state-of-the-art Sales Cloud and Platform-as-a-Service (PaaS) solutions. See www.oracle.com/cx
In order to address this strategic growth goal, we are looking to recruit a seasoned CX Sales Leader who can help articulate this strategy, be responsible for the sales team success, the growth metrics and work with customers, partners and Oracle sales presales and marketing teams to ensure a consistent approach and success in achieving the CX goals.
Purpose and Objectives
The CX Applications Sales Manager bears primary responsibility for providing sales and revenue growth across Russia and market leadership to the Oracle ecosystem;
Assuming overall responsibility in this key management role for developing and directing go-to-market model, sales strategy and execution, the CX Apps Leader will be responsible to create customer value and meet and exceed targets for revenue & customer satisfaction.
Expectations and tasks
Meet and exceed the annual and quarterly Application License revenue targets (cloud and on-premise)
Ensure that pipeline quality, forecasting accuracy and all other related Sales KPIs are kept to the highest possible level
Monitor the progress of key deals and participate in customer and partner meetings as appropriate
Actively contributes to the development of Applications large deals, especially focusing on cloud applications drive
Develop, maintain the future business pipeline that underwrites targets
Manages the team of Applications Sales Representatives, providing direction, leadership and motivation
Develops the team seniority and maturity across the region
Effectively communicate vision and a common set of shared values and principles.
Is a full member of the Russia Apps sales leadership team
Works and leads the business strategies in collaboration with other departments.
Establish a business plan aligned to the customer base across the region that assigns both responsibilities and accountabilities, with goals and strategies clearly defined and measurable.
Ensure that the goals and strategies of the sales and growth business plan are met and exceeded.
Effectively communicate the region strategy and plans and increase mind share within the partner community, with press and industry analysts and throughout the marketplace in general.
Maintains an understanding of the designated market in order to identify and prioritize the key opportunities in that market
Develop and maintain relationships with specialized Industry Partners
Act as an ambassador for Oracle within the RCIS
Support and provide leadership as needed for all Oracle promotions and events affecting the business of the assigned territories
Strong relationship building skills both internally and externally and able to navigate and effectively manage his/her business successfully in a heavily matrixes organization
- Minimum 10 years’ Sales and Sales mgt experience
- Significant Apps sales experience will be a strong plus
- Ability to resolve customer satisfaction issues
- Strong sales and negotiation skills, ability to influence others
- Practical experience with SaaS and passion for cloud products
- Demonstrated leadership skills
- Effective communication skills
- Strong quantitative, analytical and conflict resolution abilities.
- Demonstrates a high level of understanding of Business Practices and Processes
- Proven track record of delivering against quota
- Proven track record of achieving sales performance objectives of the team
- Proven record of leading teams - direct reports and through association with other business units (internal and external)
- Strong networking and partnering skills
- Knowledge of Oracle's products or competitive products will be an advantage
Significant people management experience in a multi-cultural environment is a very strong plus
Strong understanding of Russian market
Fluency in English
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).
Detailed Description and Job Requirements
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle
- s opportunities across all products and product lines.
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.
Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet Corporate specifications. Minimum five or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.
Job Type: Regular Employee Hire