Army Enterprise Account Manager
Oracle seeks an experienced Enterprise Account Manager to join its dynamic and growing Oracle Linux and Virtualization Sales organization, covering the United States Department of the Army. In this role, you will manage relationships within the Department of the Army (DA). The Enterprise Account Manager will leverage key relationships within the assigned customer base to sell the Oracle Linux and Virtualization portfolio of solutions. You will be responsible for building and cultivating new and existing executive-level relationships. The Enterprise Account Manager is responsible for identifying, qualifying, and closing new Oracle Linux and Virtualization opportunities. You will manage accounts including the
entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support.
Primary Job Responsibilities
Create high value relationships based on sustainable pipeline
Identify, develop, and close new sales opportunities within assigned accounts.
Work closely with VAR’s and Federal Systems Integrators to identify key programs within assigned accounts.
Accurately plan, forecast, and close new Oracle business.
Work closely with Pre-sales Engineers to identify key projects, programs, and initiatives within assigned accounts.
Working with Pre-sales Engineers to establish proofs of concepts and pilot implementations to highlight benefits of Oracle Linux and Virtualization offerings.
Demonstrate a thorough knowledge of Oracle Linux and Virtualization and the market dynamics for targeted growth
Become a trusted adviser for senior IT and business executives within assigned accounts
10+ years of experience working in IT sales with exceptional track record.
Track record of sales to the U.S. Army.
Proven track record of exceeding sales objective and territory/account development.
Broad understanding of the government IT acquisition process.
Solid understanding of the partner ecosystem that exist within the U.S. Department of Defense (DoD)
Outstanding written and verbal communication skills
Excellent presentation skills along with sales and marketing skills
Willingness to travel
Bachelor’s degree or equivalent.
Experience selling Linux, Virtualization, DevSecOps, Cloud Native solutions
Understanding of Linux, Kubernetes, OpenStack, Virtualization, and automation software
Experience selling operating system, middleware, storage, automation, or cloud infrastructure software solutions is a plus.
Experience selling open-source software technology or other software/support.
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.
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 applicable experience including 9 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. 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.
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Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.