Senior Enterprise Account Manager

Role: Sales / Business Development

Location: Bengaluru

Job Type: Regular Employee Hire

Title: Senior Sales/Accounts Manager 

About the role:

The selected candidate will be responsible for managing below responsibilities:

1. Sales strategies - Develops effective and specific business development & account plans for the strategic accounts to achieve revenue target, delivery, and business growth. Develop new customers and drive revenue objectives, and build sustained relationships.
2. Trusted consultant - Constantly connect with all relevant stakeholders to position & pitch ORACLE UNIVERSITY's offerings and solutions. Regular articulation of ORACLE UNIVERSITY's value proposition. Establishes strong relationships based on knowledge of customer requirements and commitment to value-add. Consistent engagement to monitor progress and realization of the Customer's investment with OU.
3. Customer Insights - Actively understand each customer's Oracle technology footprint, strategic growth plans, and 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.
4. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Business Planning - Develop and deliver a comprehensive business plan to address customers' and prospects' priorities on Oracle education & courses. Manage product mix to suit the organization's long-term view.
5. Work closely with the Operations/delivery team and ensure delivery of the programs on time and effectively

Demand Generation, Pipeline and Opportunity Management:-

1. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep the pipeline current and moving up the pipeline curve.
2. Pipeline partnerships - Leverage support organizations, including Marketing, License & Consulting sales, and Partners to funnel pipeline into the assigned territory.
3. Leverage ORACLE UNIVERSITY Solutions - Be proficient in and bring all ORACLE UNIVERSITY offers to bear on sales pursuits that cover all Oracle solutions
4. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
5. Support all ORACLE UNIVERSITY promotions and events in the territory.

Sales Excellence:-

1. Maintain White Space analysis and execution of initiatives (upsell and cross-sell) on the customer base.
2. Orchestrate resources: deploy appropriate teams to execute winning sales. Leverage ORACLE & ORACLE UNIVERSITY's CLOUD advantage.
3. Utilize best practice sales models.
4. Understand ORACLE UNIVERSITY's competition and effectively position solutions against them.
5. Maintain CRM system with accurate customer and pipeline information.

Qualification/Experience:-

1. Postgraduate or Graduate in IT, Marketing / Business Management,
2. 10+ years of experience in sales of complex enterprise solutions in IT/Office automation/Solution sales.
3. Demonstrated success with key/strategic accounts, large deals, and lengthy sales cycles in a fast-paced, consultative, and competitive market.
4. Excellent presentation and communication skills.

Educational Qualification:

• Postgraduate or Graduate in IT, Marketing / Business Management,

Career Level - IC3