Sales Representative – Technical Account Manager
Oracle has an outstanding track record for delivering business value in the communications industry. Oracle offers solutions that deliver end-to-end support for the key business processes for communications companies and enterprises, from service creation, offer management, and order orchestration, through provisioning and service delivery, to billing, revenue assurance, and reporting.
Oracle Communications enables trusted, first-class delivery of next-generation voice, data and unified communications services and applications across IP networks for service providers and enterprises. The company's solutions are deployed by more than 2000 service providers and enterprises globally, including 89 of the world's top 100 communications companies.
With the recent acquisition of Talari Networks Oracle Communications adds leading SD-Wan solution to its portfolio targeted at Enterprise Customers, further expanding the capacity to support enterprises to run reliable and safe communication environments.
The Sales Representative – Technical Account Manager is an overlay role responsible for generating demand, drive and assist SD-Wan sales from both technical and commercial perspective as well building and managing network of specialized channel partners. The Sales Representative will work in a co-prime model
The candidate background should contain a wide breath of Networking knowledge and possess the ability to present complex technical concepts in an easy-to-understand method.
·Sales of Company's products by actively creating, developing and closing opportunities, managing and growing existing relationships – in both driving and assisting sales models
·Development of target accounts sales strategies through direct touch as well as through Channel Partners and distributors
·Building relationships with targeted accounts’ personnel on all influencing and decision-making levels and delivering the business case for the adoption of the Company's value proposition to the target customers
·Work closely with other internal functions such as field sales, alliance and channels, sales consulting, marketing, and engineering to address solutions that meet customer needs
·Conduct sales presentations, workshops and prepare proposals for customers and partners
·Deliver sales training and skills transfer to internal sales teams, channel partners, and integrators
·Manage technical validation activities required to achieve Technical Validation from the customers (technical presentations, POCs, Demos, etc.)
·Monitor customer, market, and competitor landscape actively, provide feedback and strategies to continue winning
·Manage pipeline, forecast the revenue accurately, meet or exceed quarterly and annual revenue goals
·Follow and comply with Oracle processes for conducting business by adhering to Oracle polices, reporting procedures etc.
Detailed Description and Job Requirements
This position is responsible for new account development and/or expanding existing accounts within an established geographic territory.
Works as part of an account team to identify, qualify and deliver Hardware products/ solutions. Responsible for the account plan to drive goal attainment in assigned territory. Coordinates with the other members of the sales team (employees and partners) to support account sales and business development strategies. Helps identify and engage the appropriate partner to meet customer specifications. Becomes trusted advisor to key customer influencers and decision makers. Drives company's strategy into assigned accounts. Follows all companies' methodologies and processes related to sales opportunity pursuit. Ensures that the company's sales programs are known and executed in assigned territory, including personal follow-up and engagement in selected opportunities. Achieves or exceeds the quarterly and annual sales goals. May travel frequently.
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. 8 years relevant work experience. BS/BA preferred.