Department Description: The Hospitality Global Business Unit (HGBU) offers industry-specific solutions that run the essential operations of Hotel and Food & Beverage companies. These solutions were acquired from MICROS and include on-premise software, hardware, cloud, and associated services. Given the industry-specific nature of these offerings, the HGBU is a dedicated organization that develops, sells, and services the essential operational solutions to customers around the globe. General Description: The Sales Manager will report to the Sales Senior Director, Cloud Contract Renewals and will lead a team responsible for protecting the revenue stream generated by HGBU Cloud contracts, maximizing revenue, minimizing cancellations and backlog. Key Responsibilities oManage team of sales reps who protect existing cloud contract renewal baseoRecruit, interview and make hiring decisions for qualified candidates.oOversee on-boarding and training of teamoSupport planning of budgets, incentive comp plans, territories and quotasoImprove internal processes and systems to achieve operational performance that meets or exceeds goals.oEstablish and measure group goals and team performance against specific target objectives.oAccurately forecast pipeline and renewal revenue. Provide regular performance metrics to senior management.oConduct regular training and mentor Service Reps.oConduct performance reviews, provide career development coaching and take necessary corrective action for poor performers. Experience •Successful and consistent delivery of sales targets in leadership roles•Demonstrated knowledge of sales management skills•Direct experience managing sales organizations comprised of onshore, off-shore, and contingent workforces•Deep knowledge of Oracle’s tools and processes (e.g., OKS, Sales Cloud, Oracle Store, Q, Web Quote, DAS)•Experience with Oracle Cloud Framework processes and Cloud concepts•Ability to resolve customer satisfaction issues.•Effective written and verbal communication skills, ability to present to large and small audiences. Strong interpersonal communication skills•Ability to negotiate price, other concessions and terms and conditions.•Strong quantitative, analytical and conflict resolution abilities. 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. Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management. Excellent verbal and written communication skills. Knowledge of Oracle policies, procedures, products and sales cycle. Ability to relate to customers and understand their needs. Understands business drivers and their relationship to Oracle products. Proven ability to develop prospect pipeline. Excellent account management skills, including skills to analyze, qualify, position, justify, and close. Prior successful sales record and a desire to succeed. Five plus years sales experience. BS degree in computer science, business administration or related field.
Detailed Description and Job Requirements
Drive the renewal of Oracle's contracts to existing customers.
Leads a team of Renewal Reps and manages to operational performance goals. Will be responsible for achieving monthly targets in terms of renewal rates and other productivity metrics. Build team, establish targets and territories, improve internal processes and systems to achieve operational performance that meets or exceeds goals. Establish and measure group goals and team performance against specific target objectives. Conducts regular training and mentors Renewal Reps. Interviews and makes hiring decisions for qualified candidates. Conducts performance reviews, provides career development coaching and takes necessary corrective action to address poor performers. Provides regular performance metrics to senior management.
Work involves some problem solving with assistance and guidance in understanding and applying company policies and procedures. Ability to gain acceptance of others in sensitive situations important.
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).
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