Responsible for developing and executing the HSGBU strategy and plan in the defined territory in close coordination with the local and APAC team Responsible for Sales of Oracle’s Life Sciences & Healthcare Solutions and Services including Clinical Data Management, Trial Management, Safety & Pharmacovigilence, Healthcare Interoperability platform and Analytics Responsible for establishing the Health Sciences infrastructure for revenue Teamwork: Working closely with HSGBU Sales consulting, Services, Business Development, Marketing & Alliances teams to drive bookings and revenue Customer Satisfaction Understanding of the Market/Industry and opportunity for Oracle’s solutions in each of the market segments in the defined territory Developing & executing sales strategies based on the Territory Plan Forecasting, Pipeline management & Managing the “Lead to Reference cycle” Articulate Oracle’s message and build relationships with key client executives to determine their needs, business issues & establish Oracle’s Value proposition Where-ever applicable, working with Partners in the defined territory to generate and mature the pipe Participate in Industry Forums, Seminars and events to evangelize Oracle and generate leads Identify PR initiatives and work with customer, partner and internal teams to create customer wins and “go-live” case studies. Competitive Intelligence Ensure appropriate alignment with all stake-holders in Country, APAC as well as HQ Meet sales bookings/revenue targets Strong business acumen, communication and interpersonal skills Proven Sales Management track record Ability to work independently and with a team Demonstrates a high level of understanding of tools & processes Highly motivated self-starter, innovative and creative thinker Professional with strong planning and analytical skills Ability to manage key internal and external relationships at all levels Minimum 12-15 years experience in the Industry/Software Solutions & Services Business Applications and Solution sales experience Understanding of Sales methodologies & processes Life Sciences & Healthcare Industry knowledge Understanding of Market, Partner and customer needs Minimum of Bachelor’s degree Knowledge of Oracle and competitive solutions
Detailed Description and Job Requirements
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 business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 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.
:Yes, 50 % of the Time
:Regular Employee Hire