Oracle Sales Snr Manager in Hamburg, Germany

Sales Snr Manager

Preferred Qualifications

Senior Sales Manager ERP & EPM – Named Accounts

LOCATION: Düsseldorf / Frankfurt (preferred)

SUMMARY:

We are looking for a strong leader as Senior Sales Manager (M3 / M4) ERP & EPM – Named Accounts.

Based in our Düsseldorf / Frankfurt office you will be reporting to the Senior Sales Director ERP & EPM, you will be responsible for leading, driving and delivering business of new license revenue across ERP & EPM applications in Germany and will be managing a team of 5 - 7 employees.

The successful candidate will lead an efficient and skilled prime organization, driving customer success, efficient go-to-market strategies and effective deployment of resources.

You will have proven experience of leading sales teams, understand the sales cycle and how to optimize investment to achieve maximum potential and results.

BUSINESS MANAGEMENT:

  • Accountable for ERP & EPM (focus on cloud) applications revenue in Germany

  • Responsible for shaping and executing the organizational strategy and direction to deliver revenue requirements

  • Exhibits credibility and effectively manages internal and external stakeholders, customers and partner networks

  • Responsible for pipeline management, opportunity management and demand generation

  • Maintains executive relationships in top accounts and with Partners

LEADERSHIP:

  • Experienced executive, capable of managing a diverse team

  • Proven track record of executing sales successes and influencing complex deals

  • Successfully achieved demonstrable growth in sales numbers / quota achievement

  • Ability to lead, collaborate and communicate with stakeholders across Oracle’s lines of Business

  • High levels of energy, passion, creativity and enthusiasm

  • Eager and focused execution against goals

  • Excellent communication skills

KNOWLEDGE:

  • Academic background in finance or business administration

  • Profound knowledge of ERP, SCM and/or EPM related business processes

  • Work experience out of Controlling, Financial Accounting, Group Reporting and / or IT coordination within a customer’s organization would be helpful

  • Experience in successfully leading sales teams

  • Understanding of key business drivers for demand in the ERP, SCM and / Or EPM applications market.

EXPERIENCE:

  • 5 years of experience in an ERP, SCM and / or EPM applications sales organization

  • 5 years of B2B sales or sales management experience within application sales

  • Extensive experience in a direct application sales environment

  • Extensive experience in managing sales teams (virtual or direct)

RESPONSIBILITIES:

  • Overall responsibility for sales, third party alliances, and customer satisfaction leading a team of Application Sales Representatives and reporting to the Senior Sales Director.

  • Strategy and Planning:

o Participates in strategic and tactical planning for the ERP, SCM & EPM sales organization.

o Develops and implements a comprehensive local strategy that maximizes Oracle’s opportunities across all ERP, SCM & EPM products and other product lines.

o Participate in account planning for all large customers and ensure your message is valued in.

  • Leadership Skills:

o Able to communicate at senior level

o Strong quantitative, analytical and conflict resolution capabilities.

o Effective written and verbal communication skills, ability to present to large and small audiences.

o Ability to effectively negotiate price, other concessions as well as terms and conditions.

o Accurate forecasting, commitment for results as well as leadership by example are also required

o Understand and promote Oracle product portfolio and Oracle Strategy

o Align with key Oracle team will be essential for success.

  • Team Management:

o Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process.

o Natural coaching ability and clear understanding of solution selling at CxO level in large enterprises

o Drive measurements, planning, forecasting of the ERP, SCM & EPM team activity in the territory

o Develops and executes a territory plan with each ASR to maximize revenue.

o Conducts weekly progress meetings with sales team.

o Ensures ongoing knowledge transfer of product set to sales team and partners.

  • Customer Interaction:

o Sells and promotes Oracle’s ERP, SCM & EPM products to prospects and customers.

o Build credibility with customer's executive management

o Ability to resolve customer satisfaction issues. Manages customer escalations.

  • Internal / External Collaboration:

o Builds working relationships with other application license pillars or other lines of business.

o Engages and collaborates with key supporting functions within Oracle, e.g. consulting, support and education.

o Give feedback to Regional Product management on market, competition and products requirements

o Works the ECO-System (partners, analysts etc.)

  • Forecasting:

o Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis.

o Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet corporate specifications.

o Provide regular business updates to management teams regarding revenue and overall business performance

Detailed Description and Job Requirements

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle

  • s opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet Corporate specifications. Minimum five or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

Job: Sales

Location: DE-DE,Germany-Muenchen

Other Locations: DE-DE,Germany-Potsdam, DE-DE,Germany-Duesseldorf, DE-DE,Germany-Hamburg, DE-DE,Germany-Dreieich-Sprendlingen

Job Type: Regular Employee Hire

Organization: Oracle