NA Sales Representative Comms GIU

Strategic Oracle Communications Sales – Verizon Account Role Overview

The Oracle Communications Sales role owns overall leadership for an Oracle Strategic account (Verizon), across Oracle Communications Applications products (Monetization, Unified Operations, Digital Business Experiences) products and solutions. This role is to develop and drive execution of a multi‑year product sales strategy. The qualified candidate must have deep customer and AI‑powered BSS/OSS industry knowledge and then influence the Strategic Accounts through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle Communication revenues.

This role is Oracle Communication’s primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction for the Communications Applications products - by managing key relationships and ensuring the customer achieves value from Oracle Communications solutions. Key responsibilities include leading developing & owning the account strategy, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle Communications Applications products/ solutions for the Strategic Account.

• Grow Oracle Communications mindshare, BSS/OSS/DBE/Unified Operations revenues, and share of wallet with the Strategic Account.
• Understand the Strategic Account business requirements and develop "tailored" Oracle Communications solutions, leveraging the full One Oracle value proposition.
• Demonstrate measurable progress toward an “Oracle First” relationship.

• Develop and maintain the multi‑year strategic account plan for the Strategic Account to meet or exceed customer objectives and Oracle sales goals. Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.
• Direct the Oracle team around execution of the strategy and plan by co‑ordination and leadership of activities across the different pillars and other organizations and partners.
• Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Strategic Account requirements are represented.
• Articulates both Oracle and Strategic Account value proposition to C-level management within both Oracle and the Strategic Account.
• Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives.
• Owns escalation issues for the Strategic Account on a worldwide basis and drives those escalations to closure while creating a high level of customer satisfaction for the Strategic Account and a win‑win environment for the Oracle resources involved in the day‑to‑day operation of the Strategic Account.
• Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought‑leaders as needed to provide value to the customer.
• Build relationships with the customer's executive team, earning a reputation as one of the Customer's trusted business advisors.
• Demonstrate a high level of business acumen and thorough understanding of the customer's business, organization, strategy and financial position.
• Demonstrate value‑and trust‑based selling skills with a deep understanding of the customer's needs and Oracle’s capabilities.
• Generate and achieve accurate quarterly forecasts.
• Generate new funnel and accelerate existing funnel.

• Leadership
  • Ability to lead and influence across a geographically dispersed team without having a direct reporting line.
  • Ability to lead and influence C‑level executives of Oracle’s Strategic Accounts.
• Attention to Detail
  • Follow detailed procedures and ensure accuracy in documentation and data.
  • Concentrate on routine work details and organize and maintain a system of records.
• Business Acumen
  • Sufficient business acumen to…