Account and Customer Relationship Management, Sales & Revenue from Enterprise Customers

Annual Revenue

Achieve / exceed sales targets.

Sales strategies

Develops effective and specific account plans for accounts to ensure revenue target delivery and sustainable growth.

Develop relationships in 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 value (value of counsel and expertise, value of solutions, value of implementation expertise).

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.

Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

Territory and Account Leadership

Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.

Encourage all accounts to become Customer Success Services – Learning & Adoption Service’s 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 organization’s long-term view.

Work closely with the Operations/delivery team and ensure delivery of the programs on time and effectively.

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, License & Consulting Sales, Partners to funnel pipeline into the assigned territory.

Leverage Oracle solutions

Be proficient in and bring all Oracle Products on offer to bear on sales pursuits.

Advance and close sales opportunities

Through the successful execution of the sales strategy and roadmap.

Support promotions and events

Support all Customer Success Services – Learning & Adoption Services promotions and events in the territory.

Sales Excellence

Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.Orchestrate resources: deploy appropriate teams to execute winning sales. Create One Oracle University.Utilize best practice sales models.Understand Customer Success Services – Learning & Adoption Services's competition and effectively position solutions against them.Maintain CRM system with accurate customer and pipeline information.