Cloud Data Platform Sales Representative, Enterprise
About the Role:
We are seeking a highly skilled and experienced Cloud Data Platform Sales Representative to join our team. As a key member of our sales organization, you will be responsible for selling Oracle's cloud data platform solutions to new and existing customers.
Key Responsibilities:
* Sales Prospecting & Lead Generation:
o Identify and target new business opportunities for Oracle's cloud data platform solutions across multiple industries.
o Develop and execute outbound strategies to generate leads through customer engagement, networking, attending events, and leveraging digital channels.
o Qualify and prioritize leads to engage the most promising prospects for Oracle's cloud data platform solutions.
o Create and continuously update account management plans within the defined territory.
* Solution Selling:
o Engage with business and technical decision-makers to understand their needs, challenges, and requirements regarding data platform management.
o Provide tailored solutions by promoting Oracle's suite of cloud data platform solutions (e.g., Oracle Autonomous Database, Oracle Exadata Cloud).
o Demonstrate how Oracle's cloud data platform solutions can address specific customer pain points, such as scalability, performance, security, and cost optimization.
* Product Presentations & Demos:
o Masters and share the 'Why Oracle Story' that represents the value Oracle provides to customers.
o Prepare and deliver persuasive presentations and demonstrations of Oracle's cloud data platform products, including both cloud solutions and traditional database licenses.
o Work closely with technical teams to deliver proof-of-concept trials and in-depth product demos, showcasing the value of Oracle's solutions.
* Sales Negotiation & Deal Closure:
o Lead the negotiation process, addressing customer objections and aligning contract terms with Oracle's offerings (cloud subscriptions and perpetual licenses).
o Work with legal, finance, and technical teams in a timely manner to ensure that proposals, contracts, and renewals are delivered and closed out successfully.
* Relationship Management & Account Development:
o Develop and maintain strong, long-lasting relationships with existing clients to maximize opportunities for both cloud and license renewals and upgrades.
o Identify cross-sell and upsell opportunities within the customer base to drive incremental revenue.
* Collaboration with Internal Teams:
o Work collaboratively with Oracle's technical, marketing, and customer success teams to ensure seamless pre-sales and post-sales experiences.
o Provide timely feedback to Oracle product teams regarding customer requirements and market trends to inform product enhancements.
Required Skills & Knowledge:
* Strong ability to understand customer needs and build meaningful relationships with key stakeholders.
* Problem-solving mindset with the ability to thrive in fast-paced environments focused on results.
* Solid understanding of cloud trends in ANZ and globally, along with knowledge of the competitive landscape.
* Solid understanding of cloud infrastructure (IaaS) and platform services (PaaS), with the ability to simplify complex concepts for clients.
* Proven sales experience in cloud technologies, database/platform solutions, or enterprise software, with a focus on Oracle products.
* In-depth knowledge of Oracle database solutions, including Oracle Autonomous Database, Oracle Exadata Cloud Service, Oracle Cloud Infrastructure, and Oracle Database licenses.
* Strong communication, negotiation, and presentation skills, with the ability to interact with both technical and business decision-makers.
* Demonstrated success in managing complex sales cycles from prospecting to closing, particularly in cloud and software licensing.
* Demonstrated success in progressing sales opportunities through the sales stages to closure.
* Demonstrated success in meeting or exceeding sales targets year on year, in an Enterprise, Public Sector, or Commercial territory.
Benefits:
We offer a competitive salary package, excellent benefits, and world-class training in a supportive environment that encourages growth.
About Us:
We are a world leader in cloud solutions, using tomorrow's technology to tackle today's challenges. We've partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity. We know that true innovation starts when everyone is empowered to contribute. That's why we're committed to growing an inclusive workforce that promotes opportunities for all.Oracle uses tomorrow's technology to tackle today's challenges.