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Job Summary: Sales Representative III-Education-19001FW3 Preferred Qualifications KEY OBJECTIVE Oracle University is seeking to hire a dynamic and experienced Sales Representative to join the newly formed Oracle University On-Prem team. This role will focus on driving the expansion of On-Prem Education business in Australia and New Zealand, through the sale of Learning solutions on Oracle’s expansive On-Prem portfolio.

Job Details: SPECIFIC RESPONSIBILITIES

Identify client’s education requirement and communicate to management
Forecast sales booking and implement marketing initiatives, managing all sales related processes
Selling and achieve set booking quota
Undertake telesales inbound and outbound campaigns
Manage client relations
Prepare, submit and present education solution proposals and tenders
To understand and communicate well the OU Education value proposition

Key Responsibilities:
1. Achieve / exceed annual sales targets.
Sales strategies - Develops effective and specific account plans for mass market accounts to ensure revenue target delivery and sustainable growth. Develop relationships with new and existing customers and leverage to drive strategy through organization.
Trusted consultant - Establishes strong relationships based on knowledge of customer requirements and commitment to deliver customer value. Builds a strong network and foundation so as to harvest future business opportunities.
Customer Insights - Actively understand each customer's Oracle technology footprint, strategic growth plans, technology strategy landscape, to provide value adding education solutions.
Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become Oracle University references.
Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities on Oracle education & courses. Manage product mix to suit the organizations long term needs.
Work closely with the Operations/delivery team and ensure delivery of the programs on time and effectively

2. Demand Generation, Pipeline and Opportunity Management
Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
Pipeline partnerships - Leverage support organizations including Marketing, On-Prem Services & Consulting Sales, Partners to funnel pipeline into the assigned territory.
Leverage Oracle solutions - Be proficient in positioning all Oracle On-Prem Education offerings for sales pursuits
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
Support all Oracle University promotions and events in the territory.

3. Sales Excellence
Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
Utilize best practice sales models.
Understand Oracle University’s competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.
Qualifications:
Should have exposure to Enterprise IT Sales in Australia.
Strong Business Development skill set
5+ years of experience in sales of complex enterprise solutions in IT Solution sales.
Demonstrated success within large mass market territories, in both transactional and lengthy sales cycles in a fast-paced, consultative and competitive market.
Good communication skills both written and verbal
Professional with good organizational and planning skills
High level of energy, drive, enthusiasm, initiative, commitment