Opinioni Oracle Roma

Cinisello Balsamo, LombardiaServices Sales Representative-190019M5
Preferred Qualifications The Advanced Customer Services (ACS) practice is a unit within the Oracle’s Customer Service (Support) Organisation that establishes long-term relationships with many of Oracle's largest customers through annuity-based service contracts.
ACS Senior Service Sales sells services from a broad IT-services portfolio both in fixed price and T&M basis. ACS services are typically requested by large Oracle customers that require the utmost attention to real mission critical applications and processes. ACS covers the majority of large scale Oracle customers.
We are seeking exceptionally talented Sales Professionals to join the Europe’s fast-growing Advanced Customer Support Services business. The job requires ambitious, results-oriented sales professionals who possess exceptional New Business (hunter) sales abilities combined with effective Account Management/expansion skills.
Join this talented, highly organised team in furthering the rapid expansion of Oracle’s ACS business in Europe.
SCOPE:
Works as a member of the ACS Sales Team Works on an assigned territory Works with the Managed Cloud Services portfolio Works on new business opportunities Works towards an allocated bookings target Supports Oracle’s senior management to drive the ACS business in the market
RESPONSIBILITIES:
Winning new ACS sales revenue in line with targets. Developing a strategy and ACS sales plan to address the designated account / account list. Driving the implementation of ACS sales and marketing campaigns. Generating, maturing and following up on leads. Identifying and working with the appropriate people in Oracle and the Customer. Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle. Work both independently and with Oracle’s sales forces (Prime Premier Sales, Oracle Application, Technology and Hardware sales ) and key Partners to build pipeline and achieve sales quota. Create compelling, personalised ACS propositions for targeted prospects/customers, based on the existing Managed Cloud Services portfolio. Become expert in ACS Services, ensuring the team is seen as exemplars and advisors within Oracle. Provide accurate and timely sales forecasts and other information. Initiate demand generation and Marketing programmes. Work with designated Partners as required.
JOB DESCRIPTION: Primary job duty is to sell Advanced Customer Support Services offerings to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the customers service lifecycle. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale.
JOB REQUIREMENTS: 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. 7 years applicable experience including minimum 5 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s competitors. Cloud Operations and/or Cloud Services knowledge is a plus for the role Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent
ACCOUNTABILITES: Overview:
Achieve/exceed sales quota. Achieve/exceed other objectives as agreed annually/quarterly. Work with Sales Management to ensure targets are met and skills are developed.
In detail: Create & maintain sufficient Pipeline to achieve quota. Accurate completion of sales forecasts, activities and close plans ensuring corrective action is taken as required. Maintain accurate records of all sales activities and key contacts in the Account. Ensure Sales Forecasting systems and reporting is accurate and maintained up to date. Write proposals with input from all relevant expertise in compliance, in line with Oracle standards. Ensure Account Plans are in place as required. Obtain appropriate management approval for proposals where required. Ensure the contracts are legally compliant and commercially viable in conjunction with Oracle Business Practices. Identify, maintain and deploy an internal network of people who can support achievement of plans. Create and communicate reference sites. Participate in the development of an industry customer reference programme. Operate in line with Oracle HR policies and procedures. Attend, host and speak at appropriate events.
SKILLS AND EXPERIENCE: Ideal:
A professional with a technical Background (IT, Computer Science) Or with an economical Background, with good technical understanding (IT, Computer Science), Has a proven sales record in the IT Industry, Has at least ten years Sales experience in Products or Services, preferably in another US Company or a renowned IT company, Has a good ratio of result-to-target over the past 5 years, Has an ambitious winner personality, Ideally knows Oracle Products and Services.
Must: Has strong presentation, organisation, co-ordination and negotiation skills, Has good business acumen, Works with setting priorities and creation of sales related business plans, Easy to adapt to changes and to cultural differences, Familiar with the culture of a US Company and follow its Business Ethics and Conducts, Proven Team player, Fluent in English
Detailed Description and Job Requirements Sales of the organization*s services (e.g., maintenance and service contracts).

Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.

8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. 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.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Business Development Manager - ERP Cloud Applications-19000PY0
Preferred Qualifications Business Development Manager – ERP Cloud Applications
Today organizations are facing multiple challenges from disruptions of supply chains, trade relationships or financial eco-systems. In addition, new technologies like machine learning, blockchain or digital automation increase the competitive landscape of whole industries. Oracle’s ERP cloud leverages these new technologies and provides organizations a leading platform for innovation and future growth. Our customer base is growing rapidly and so is Oracle’s cloud application’s footprint.
If you want to be part of the team that is driving our customer’s digital transformation in Western Europe, is avid for innovation, understands how businesses buy and embrace large transformations in the domain of ERP and Finance, this role may be for you.
We are looking for professionals that:
Have worked in the Finance/Controlling within large organizations and/or Have gained experience in CxO Level solution selling or business development with large organizations. Have a network of CFO level relationships Have a passion for innovation for driving change that can be translated in the ability to influence multiple stakeholders Have solid knowledge about Oracle’s ERP and EPM Cloud Applications
The role
Within a team the ERP Business Development Manager is responsible to identify new cloud application sales opportunities. This requires working closely with the Sales teams and other key stakeholders
Scope of the role:
Define local Go to market plan for ERP New Business and receive buy in from sales leader Identifies and influence key local stakeholders (Customer, analyst, Partners, Influencers) to acquire Net New Customers and further increase market share through planning and execution of activities working closely with other key organizations like marketing and alliances and channels Seen as an ERP SaaS thought leader in the market Work with Sales reps and Managers by; Identifying buying potential and to shape the most appropriate value proposition for a target persona or customer. Define hooks and messages most appropriate for the sales team Track investments in activities and related KSIs are agreed with sales management Works with and leverages the appropriate resources and stakeholders in Oracle for the successful execution of demand generation activities Reports to ERP Sales Development Leader for New Business in Western Europe You will be responsible for:
Identify new ERP Cloud opportunities and work with Sales reps to develop the sales cycle Drive specific sales initiatives Support strategic customer engagement; Key contributor to define ERP strategy for Oracle Key Accounts Engage and provide direction, leadership and motivation to all parties engaged in the ERP Cloud business Ensure that Knowledge Management occurs in the relevant Industry/Product groups sharing best practice across including related competence for customer facing staff Be able to articulate the ERP propositions in the business context of prospects, customers and partners. Operate in line with Oracle's HR policies and procedures
The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future.
Detailed Description and Job Requirements Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).