Oracle ERP/EPM SALES REPRESENTATIVE in Muenchen, Germany


Preferred Qualifications


IC3 or IC4 depending on qualifications

Locations: Hamburg, Potsdam, Duesseldorf, Frankfurt or Munich

Oracle Enterprise Performance Management (EPM) & Enterprise Resource Planning (ERP) Sales Organization in Germany is looking for an Application Sales Representative in order to raise the profile of Oracle’s ERP/EPM solutions

The objective for seeking such a role is to win new Oracle ERP/EPM business together with Oracle’s ERP/EPM PreSales Representatives and Partners, and to grow Oracle's share of business.


  • Reports directly to the regional Business Leader and co-works with the local and regional Team.

  • Has no direct reports, but leads own sales cycles and/ or participates in the activities of virtual teams in support of sales opportunities in cooperation with the local Oracle teams and staff.

  • Works within the designated territory, with a specific focus (on Automotive / Manufacturing, Retail / Pharma, Financial Services Industries) or across the industries and customer groups.

  • Establishes the territory business plan for ERP/EPM solutions, in close cooperation with the Manager, local and Regional Oracle teams and Partners, and manages its execution.

  • Working heavily with the local ERP/EPM team (sales development and presales) during the day-to-day sales activities in terms of establishing the sales strategy as well as identify and tune the best presales strategy against the competition.

  • Represents Oracle in public seminars or similar marketing activities to generate a thought-leadership position for Oracle’s ERP/EPM solutions.

  • Works with appropriate Oracle Partners, and provide leadership for ensuring their commitment to selling Oracle ERP/EPM solutions.

  • Works towards an allocated Licence Sales Revenue target.


  • Winning new licence sales revenue in line with targets.

  • Developing a strategy and sales plan to address the designated territory coverage.

  • Developing profiles of targeted accounts within the territory.

  • Driving the implementation of sales and marketing campaigns.

  • Marshalling internal and Partner resources to conduct campaigns..

  • Generating, qualifying, and following up on leads, in cooperation with the local and regional Oracle teams.

  • Developing, extending and maintaining relationships with the other Oracle organisations and business units.

  • Working with, and influencing the activities of Oracle Partners as appropriate.

  • Maintaining an continuous awareness of Partners’ competence and capabilities.

  • Maintaining an understanding and full awareness of Oracle's strategic direction, current and future products and services.

  • Maintaining a complete and up-to-date understanding of competition in ERP/EPM line, and able to influence the sales process for developing proactive and counter actions for winning the deal.

  • Producing accurate weekly forecast and pipeline using appropriate internal systems.


  • A deep understanding of ERP and EPM Applications in the marketplace.

  • Ability to communicate on C-Level (CIO, CFO, CEO)

  • Ability to work with Partner/3rd Party Organizations

  • Must have a sales and business development experience in the Enterprise Performance Management / Analytics Solutions marketplace with the ability to gain credibility with both business and IT users in the sales cycle.

  • Must be able to understand and articulate the differences of Oracle’s ERP/EPM solutions and be able to clearly position our competitive advantages to specific customer needs.

  • Demonstrated ability to work in a team selling environment.

  • Must have the natural sales competence to asses the nature of the deal, and generate appropriate strategies within a teamwork structure.

  • Must be capable of working with the main sales automation tools of Oracle in order to generate forecast in a timely manner

  • Must be able to work with a sales driven consciousness in order to meet targets within the designated time periods, and meet deadlines for customers, Oracle sales teams, and his/her own management

  • English & German Language capability are a must.


  • Self-starting, entrepreneurial, highly motivated individual.

  • Capable to sell, co-sell and steer sales cycles.

  • Able to work within a teamwork environment.


  • Strategic Thinking and Decision Making

  • Influencing and Negotiating

  • Conflict Resolution

  • Customer Focus

  • Teamwork

  • Results Orientation

  • Personal Drive


  • Customer Needs Analysis with focus on business administration / finance topics

  • Consultative Selling

  • Knowledge on the needs and trends of ERP/EPM area and at least one major industry lines


  • Opportunity Management

  • Sales Process Acumen

  • Partner Relationship Management

  • Competitive Awareness

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.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle

  • s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.

Job: Sales

Location: DE-DE,Germany-Hamburg

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

Job Type: Regular Employee Hire

Organization: Oracle