Overlay sales personnel providing specialist product expertise to the technology sales force. The role focuses on the Application Development (AppDev) space, with Oracle's middleware family of solutions, including: WebLogic, WebCenter, Coherence, SOA Suite, and others. Specialized sellers work with internal and external customers. Responsibilities include demand generation, marketing event creation and coordination, opportunity qualification, assisting technology sellers with the development of their territory plans, technical resource coordination, sales cycle facilitation, liaison with Product Management and Support organizations, providing licensing expertise, calculating and communicating license migrations, customer negotiations, and weekly sales forecasting.
Overlay sales personnel providing specialist product expertise to the sales force.
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
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 applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.
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