Services Sales Representative IV – Department of Defense

Oracle Customer Success Services (CSS) is an organization of 10,000 employees that supports over 6,000 companies around the world.  We are uniquely positioned to help customers with the most challenging and complex requirements to accelerate innovation in their IT environment and make the most of their investment in Oracle technology.

As an Oracle Customer Services Sales Representative, you will use the Oracle reputation and sales model to enhance revenue growth and increase local market share. We seek self-motivated teammates who excel at cultivating strategic relationships while developing new business. You will need strong intuition for business and a successful track record of selling to Senior Executive Service officials, including the ability to translate client needs into value based technology solutions. If you have a record of success in service sales to Federal agencies and/or DOD, we want to hear from you! 

 

Career Level - IC4

Qualifications:

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $100,000 to $185,100 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 50/50.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Responsibilities:

Services Sales Executive for all Oracle Technology, Oracle Cloud Infrastructure (OCI) products and services and Oracle SaaS. 

1.      Focus areas are: 

o    IaaS and PaaS services, SaaS services, Oracle Enterprise Architecture Services, Database Services (Migration Factory, Golden Gate, Data Guard, RAC, ASM, OEM), System and performance and architecture, Exa Platform Services, Application testing, performance tuning, Data Center Consolidation 

o    The successful candidate will be responsible for qualifying and developing value propositions for Oracle customers. 

o    Our Sales Reps are responsible for finding and generating new customers, developing new accounts and/or expanding existing accounts within an established geographic territory, industry, product segment, or channel. 

o    Our CSS Sales Reps are viewed as authorities in the field and are assigned to large, complex, highly visible, strategic, or tactically important accounts; they may also act in a leadership capacity. 

 

Mandatory knowledge / experience:   

• Demonstrated knowledge of the Department of Defense technology initiatives, challenges, and structure.
• Successful Services Sales Rep must develop strong internal relationships with the rest of the Oracle Account ecosystem. 
• They can network and develop strong business relationships with customers so that they turn to Oracle for their resource needs. 

Direct Sales Experience: 

• Minimum of 8 years’ experience working in a direct field sales role 
• Prior experience selling into the Department of Defense (Emphasis on the Navy and Forth Estate)
• IT Sales for a solution consulting organization in the areas outlined above 
• Ability to build and complete close plans
• Ability to forecast accurate numbers 
• Oracle technology product knowledge a plus.
• Must demonstrate experience selling complex, multi-pillar sales solutions 
• Must demonstrate that they understand and practice the following traits: 

o    Territory Management & account planning 

o    Ability to segment a market/territory 

o    Ability to define sales & demand generation strategies in each of the target market segments 

o    Ability to prospect to generate leads in each of the market segments 

·         Ability to qualify a customer and opportunity 

·         Ability to assemble and use the pursuit team while retaining control of the deal 

·         Presentation skills – customer solutions 

·         Ability to drive relationships with procurement/vendor management to negotiate terms pricing

·         MUST have experience negotiating contract terms & conditions 

 

Salary : $100,000 - $185,100