Description

• Sells and promotes the Oracle Utilities 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, strategy, marketing, product development, presales, and consulting
• Manages and develops a team of sales managers and representatives including recruiting, hiring, and training new reps on the Oracle sales process
• Develops and executes a territory plan to maximize revenue
• Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis
• Manages escalations
• Conducts weekly progress meetings with sales team
• Excellent verbal and written communication skills and the ability to effectively interact with senior level business leaders
• Ability to relate to customers and understand their needs. Understands business drivers in the Utility Industry and their relationship to Oracle product
• Proven ability to develop pipeline
• Excellent account leadership and management skills, including skills to analyze, qualify, position, justify, and close
• Prior successful sales execution and leadership record and a desire to succeed
• Eight plus years sales leadership experience

Key Responsibilities

• Assists in the development of short, medium, and long term plans to achieve strategic objectives
• Regularly interacts across functional areas with senior management to ensure unit objectives are met
• Ability to influence thinking or gain acceptance of others in sensitive situations. 8 or more year’s sales or sales management experience within the Utility and Technology industry. Ability to hire and train new sales representatives and sales managers
• 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
• 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

Preferred Skills and Experience

• Job duties are varied and complex requiring independent judgment, collaboration and leadership
• 10+ years Gas, Water, and Electric Utility Experience and experience selling into Utilities in the region
• Preferred focus on the business and operations side of Utilities
• Preferred 8+ years sales management experience
• Highly developed selling, customer relations and negotiations skills with the ability to effectively communicate with C-level executives and line of business representatives
• Ability to work collaboratively in a team-based environment and execute upon agreed strategy
• Ability to penetrate accounts and represent the broader Oracle value proposition as well as specific Service Automation-based value and capability messaging
• Excellent written, verbal and interpersonal skills are staples of the position
• There will be a travel requirement
• Ability to offer unique perspective by reframing and challenging the way customers view their business; know how to structure a sales pitch to highlight customer benefits before supplier strengths
• Adept at driving two-way communication by clearly articulating value proposition and teaching to customers pain points
• Can quickly develop a deep knowledge of customer’s business and discuss issues from multiple angles
• You keenly track economic and industry activity and understands its implications on customer business
• You know how to develop customer advocates who sell and build consensus
• You understand the decision making process and have the ability to influence key decision makers
• Experience selling high end software solutions or consulting services to Utility companie

Education

A Bachelor degree in computer science, business administration or related field.

A Bachelors’ degree is preferred. An advanced degree is a plus.