Oracle seeks an experienced Senior Embedded Sales Executive to join its dynamic and growing Oracle Virtualization & Linux Embedded Sales organization, covering the Federal Civilian Accounts in Reston VA. In North America this person will bring with them key relationships with organizations and manufacturers that have their own go to market sales channels selling their own software, hardware or device solutions/IP. The Embedded salesperson will leverage these relationships to sell Oracle Linux and Oracle VM so such organizations can embed them into their technologies. This person must demonstrate at least 5-years of experience in developing and managing complex long-term relationships and sales cycles backed up by industry recognized sales methodology such as infomentis; possess the ability to demonstrate strong executive C-level engagement, fostering trust based relationships that result in strong long-term partnerships with Oracle; and demonstrate strong leadership by utilizing their influential skills as they will need to leverage the wider Oracle organization to maximize success. Team player and contributor are highly important attributes for successResponsibilities:
Personally engage (own the relationship) with key Tier 1 companies to create and present compelling TCO and key business outcome proposals.
Increase loyalty, activation and adoption of Oracle Linux & Oracle VM to embedded into 3rd party technologies.
Create high value relationship based sustainable pipeline.
Create a mix of short, medium and long-term opportunities.
Create net new relationships at C levels in tier 1 companies in North America for Oracle to foster net new opportunities for the future.
Demonstrate a thorough knowledge of Oracle VM & Oracle Linux and the market dynamics for targeted growth for Embedded Business.
Forecast weekly with consistent accuracy of +/- 5% with justification.Deliver quota on target or above every quarter. Preferred Qualifications:
8-10 years experience in the IT industry or vertical market
5 years min experience in selling embedded technologies for a key blue chip vendor with advanced level prospecting and qualification experience.
Proven track record of exceeding sales objectives and territory/account development
Able to learn and understand product solutions and features with excellent verbal and written communication skills
Ability to understand customer's industry and core business processes
Strong needs analysis, positioning, business justification and closing skills
Excellent communication skills and problem solving ability
Effective sales, marketing and project management skillsExcellent presentation skills
Oracle knowledge and/or knowledge of Oracle competitorsAbility to work in a team environment. University degree MBA preferred. Willing to travel up to 50%
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
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).
Other Locations:United States
Job Type:Regular Employee Hire
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