Oracle delivers world class Linux and virtualization solutions for international business customers. We are seeking a Principal Account Manager that can sell our solutions to senior business and technical decision makers in major global corporations.
Oracle Linux enables organizations to meet future needs by providing optimal application performance, minimal downtime, reduced security and corporate compliance risk and lower total operating costs. We aim to make Oracle Linux the world leading Linux distribution. Oracle Linux Premier Support provides world class global 24x7 support and problem resolution in 145 countries. We believe the quality of this support is unmatched by any other provider and includes access to new versions of the distribution, high availability tools, back porting, bug fixes and patch updates all packaged within a 10-year life cycle support model. (https://www.oracle.com/linux/)
Oracle Virtualization enables customers to rapidly deploy critical enterprise application and private cloud infrastructure solutions. Oracle Virtualization facilitates the deployment and operation of your enterprise applications on a fully certified platform to reduce operations and support costs while simultaneously increasing IT efficiency and agility. Going beyond simple server consolidation, Oracle Virtualization server virtualization is designed to enable rapid enterprise application deployment and simplify lifecycle management. (https://www.oracle.com/virtualization/)
Oracle VirtualBox, the world’s most popular open source, cross-platform, virtualization software, enables developers to deliver code faster by running multiple operating systems on a single device. IT teams and solution providers use VirtualBox to reduce operational costs and shorten the time needed to securely deploy applications on-premises and to the cloud. (https://www.oracle.com/ph/virtualization/virtualbox/)
Position Details:
Selected candidate will be responsible for attaining a revenue goal within an assigned territory. The individual will also identify opportunities for Oracle’s Services and solutions at existing Enterprises where Oracle is currently in place, as well as opening the door within IT organizations at new customers in the territory.
Essential Responsibilities:
- The selected candidate will be responsible for driving business in the assigned territory.
- Develop new business by driving sales in new Accounts.
- Developing and executing account plans to achieve targets:
- Cold calling, prospecting, qualification, account mapping and presentations.
- Effectively utilize available Oracle’s Sales tools for pipeline development, tracking opportunity progress (Forecasting), developing monthly, quarterly level forecasts.
- Responsible for all aspects of the selling process - Identify, Qualify, Sell, Close and Administer.
- Identify and Generate leads by using networking and other sales tools.
- Qualify, Sell and Close.
- Identify key steps to close sale, identify decision maker and influencers, etc.
- Determine Availability needs and Objectives.
- Gain agreement of proposed solution / Services, tying back to customer business drivers.
- Close significant $ sales across multiple Accounts across assigned territory.
- Administer: Accurate Forecasting of business & keeping records in the internal systems updated
Job Description:
- 5+ years of sales experience in Services and Solutions domain.
- Conversant in Bahasa as the person in this position will need to work with customers and partner in Indonesia, knowing other Asian languages is an added advantage
- Ability to make presentations & excellent communication skills.
- Aggressive selling approach and yet be a good team player.
- Strong network of relationships with key decision makers in small/medium & large sized companies and ability to leverage these relationships for generating new business for Oracle.
- Leverage current / running customer contacts and be able to generate revenue within first 30 days.
- Experience with Lead generation and sales closure.
- Strong exposure on handling the assigned Market.
- Track record of managing relationships with large accounts.
- Perseverant with ability to meet deadlines and targets.
Key Success Criteria:
- Ramp up on Oracle’s Linux/ Oracle VM/ support services within 2-3 weeks.
- Building pipeline within 4-6 weeks.
- Build forecast for the quarter within 6-8 weeks.
- Book business within 60 days.
- Cold/customer calling is an integral & most important aspect of this job profile
