Job description

Oracle Field Service Management (TOA Technologies) Sales Exec Job Spec

Company Overview 
Oracle FSM (Formally TOA Technologies) is the leading provider of Cloud-based mobile workforce management applications for large enterprises. Its patented platform improves customer service while dramatically reducing operational costs and providing immediate return on investment. As the industry's only solution using predictive, time-based analytics and performance pattern recognition, for B2C TOA reduces customer wait times while increasing field workforce efficiency. TOA automates Time of Arrival communications across multiple channels to proactively keep customers apprised of their appointment status. The same can be said for asset intensive environments, for example utilities where there is a complex mix of planned maintenance, installation and break fix activates, all of which have to be managed on a real time basis adhering to SLA’s and regulatory conditions.

It delivers unparalleled cost savings by providing on-demand tools for real-time planning, routing, dispatching and tracking of workers in the field. TOA's system deploys quickly, is highly configurable and is easily integrated with existing back and front office solutions (CRM, ERP, OMS, EAM, PM, OSS, BSS).

TOA Technologies has been recognized by Gartner analysts as a visionary company for the past three years running, based largely on the company’s completeness of vision. The innovative nature of our ETAdirect mobile workforce management software has been recognized by customers, analysts and investors because of its ability to streamline the mobile workforce environment and enhance the customer experience. No other mobile workforce management solution in the market enables real-time predictive communications between companies, their field employees, and their customers.

By offering a best of breed solution for mobile workforce management that’s focused on customer care, TOA provides companies worldwide with a robust, modular platform for enhanced service and goods delivery. TOA’s natively integrated products and web-based delivery model allow clients to immediately reap benefits from reduced costs, increased revenue generation capacity and improved customer satisfaction. TOA focuses on the most valuable asset every company has - its customers - by vastly enhancing the customer experience through predictive technology.

TOA's mobile workforce management solution is deployed at leading companies worldwide in a range of industries, including Cable and Broadband, Telecommunications, Retail, Utilities, Hi Tech, Manufacturing and Home Services.

Sales Exec Job Description 
Seeking a Sr. Software Sales Executive to perform solution-based software sales. This person and will be charged with identifying leads, qualifying opportunities and managing to completion enterprise-wide software sales opportunities. Must have the entrepreneurial initiative and relationship-building skills to create partnerships with C-level decision makers and manage the sales process through to contract signature.   Must have good listening skills to be able to identify the customer’s need and the ability to quickly learn and be able to communicate the value proposition of TOA’s software to address that need to the appropriate decision-making departments throughout the client’s company. Must have the ability to work within a multi-disciplinary team of sales, professional services, legal, and finance to close a sale that meets both the financial needs of the customer and those of Oracle.

Responsibilities\:

·        Responsible for penetrating and selling to Tier 1 and 2 accounts by industry

·        Performing duties related to the full cycle sales strategy, from qualifying to close.

·        Prospecting, cold calling, strategic selling, relationship-building, articulating TOA’s value proposition and solution at multiple levels of an organization.

·        Must be “hands-on” direct selling, whilst managing multiple internal and external stakeholders (Partners)

·        Writing, pricing, sales negotiation, contract development and closing.

·        Creating and executing a communications plan to sales team, client and Oracle executives.

·        Working with Senior Management to develop sales objectives.

·        Meeting individual sales objectives related to pipeline building, opportunity development, and ultimately sales execution (closing) to achieve department growth objectives. .

·        Driving thought leadership opportunities and client relationship development.

·        Liaising with Pre sales and Oracle Consulting in order to attain the correct and timely opportunity support

·        Responsible for using the company’s CRM software to input sales data on a weekly basis

·        Responsible for creating and maintaining sales pipeline reports and management reporting on a weekly basis.

·        Responsible for completing and submitting expense reports on a weekly basis.

·        Perform other related duties as assigned.

 Requirements\:

·        Demonstrated success selling in software (results through achievement of quota).

·        A minimum of 7 years experience selling enterprise-wide software

·        A successful track record selling business solutions that are multi-year in nature and are greater than $300k in size (ARR)

·        Cloud/Saas selling is a plus

·        Candidates with previous experience selling Mobile Workforce Management solutions and/or Operational or Business Support Systems (OSS/BSS) or CRM and Billing, and a “rolodex” of key contacts in the Telecommunications (Fixed and Wireless), Utilities and other home-delivery/service industries are highly preferred.

·        Excellent communication and presentation skills including the ability to arrange, manage and deliver C-level meetings.

·        A proven track record of high growth and consultative sales.

·        Experienced in using structured sales methodologies for selling to large accounts

·        Professional maturity to lead the way and manage skilfully through long sales cycles.

·        Must be a hands-on sales executive.

 Personal Characteristics

·        Ability to work within a team environment, and particularly in a matrixed company and client scenario.

·        Ability to independently identify, investigate and develop solutions to problems.

·        Ability to manage multiple projects to meet predetermined deadlines, setting direction for and ensuring the success of all client engagements.

·        Demonstrated proficiency in software productivity tools (word processing, statistical, spreadsheet, presentation and database software) to meet goals of position.

·        Ability to function independently, with minimal supervision.

·        Ability to exercise good judgment in protection and dissemination of company confidential and proprietary information.

·        Ability to prioritize and delegate work as needed, including to Oracle and former TOA team members outside the Sales/Relationship Manager team and to the client.

·        Ability to establish friendly, professional and cooperative relations with internal and external contacts during the course of work.

·        Excellent verbal and written communication skills.

·        Excellent presentation skills including preparation for and execution of executive meetings (strategic direction, materials development, planning, etc.)

·        Must be comfortable on a whiteboard