Oracle Senior Account Manager (m/f) Hardware IC4/IC5 in Stuttgart, Germany
Senior Account Manager (m/f) Hardware IC4/IC5
For our successful Storage Sales Team we are looking for a Account Manager with a focus on industry accounts:
Identify and win new storage businesssolutions in a defined set of large potential and existing clients
Develop storage opportunities,tender documents, sales proposals and customer presentations
In conjunction with the StorageSolution Architects develop appropriate solutions concepts, maintain up-to-datecompetitive information and compile success stories.
Work with the Oracle approvedchannel partners where appropriate to define, recommend and drive sales.
Manage your accounts to ensureOracle actively participates in all potential storage related salesopportunities either directly or in concert with a partner
Prepare and implement measurableAccount Plans, developing storage value propositions into the specific businesssituation, utilising multi-level salesstrategies for TOP accounts. These plans will also include how we can work withour partners to provide a business solution with a high level of customersatisfaction.
Monitor, report and counter competitorsales strategies. Special focus on Netapp, HDS and EMC.
Ensure proper and timelyreporting in Oracle Sales tolos ie. Forecasting and opportunity management
Ensure your own personaldevelopment is proactive and discuss your needs with your Manager.
Buildand strengthen your business relationship with customers onboth C- and operational levels.
Drive across our business units and solution oriented opportunities into your accounts.
Maintain a high level of customersatisfaction within your territory.
Understand the overall Oraclego-to-market value prop.
Leverage the greater Oracle x-LOBteam – orchestrate the team to success.
Experience/ Qualifications / Essential Skills / Knowledge
Several years succesful Solution selling in the IT industry towards theLarge account segment is preferred.
Knowledgeand insight in business processes and drivers for the segments: Public, HigherEducation, R&D in medico / life science.
Relevantexperience with highly complex products.
Commercialor technical academic degree (Master level or equivalent).
Proven capability to developlasting relationships with customers, with effective problem solving skill andability to present innovative solutions to customer needs.
Selfdriven with a limited management supervision needed, must operates independentlyand within the company processes and tools.
Relate to people from a range ofsocial, cultural and ethnic backgrounds and physical and mental abilities.
Excellent communications andnegotiation skills to close sales deals.
Excellent organizational and planning ability, setting andmanaging priorities.
Aptitudefor understanding how technology products and solutions solve businessproblems.
Abilityto convey information clearly and provide analysis as needed to help customermake buying decisions.
Ability to conduct needs and costbenefit analysis, forecasting and complete tender requests and sales reports.
Provide sales leadership andsupport to Storage & Data Management area in support of the identification,evaluation,development, and closing of strategic and tactical business opportunities
Responsible for thepractice-specific design and oversight of complex business initiatives incustomer consulting engagements. Defines requirements and recommend solutions.Works closely with the Account Management Team.
Detailed Description and Job Requirements
This position is responsible for new account development and/or expanding existing accounts within an established geographic territory.
Works as part of an account team to identify, qualify and deliver Hardware products/ solutions. Responsible for the account plan to drive goal attainment in assigned territory. Coordinates with the other members of the sales team (employees and partners) to support account sales and business development strategies. Helps identify and engage the appropriate partner to meet customer specifications. Becomes trusted advisor to key customer influencers and decision makers. Drives company's strategy into assigned accounts. Follows all companies' methodologies and processes related to sales opportunity pursuit. Ensures that the company's sales programs are known and executed in assigned territory, including personal follow-up and engagement in selected opportunities. Achieves or exceeds the quarterly and annual sales goals. May travel frequently.
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 relevant work experience. BS/BA preferred.
Other Locations: DE-DE,Germany-Stuttgart
Job Type: Regular Employee Hire