NA Sales Representative, Global Accounts, Hotels

United States

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory.

• Strong sales skills with proven track record.
• Strong operations skills. Deliver successful programs. Coordinate day-to-day delivery of services.
• Partner with the Hotel Chain and understand their short and long-term vision and strategy. Be a strong collaborative business partner and communicate how Oracle fits into their strategy.
• Execute tactical and strategic sales account plans for existing and new clients in order to achieve the revenue targets (quota) as directed by the Business. This includes handling customer queries effectively and dealing with objections during the sales process.
• Establish and maintain a high level of positive and effective contact with key customers, agents, lead generators and others to enhance sales opportunities for new and continuing business development and major key accounts within the portfolio.
• Develop and manage a robust pipeline of sales opportunities through the entire sales cycle. Own and provide leadership to the various business teams as a subject matter expert through the entire sales cycle.
• Maintain up to date and accurate customer sales records, expense plans, budgets and related databases. Respond to customer RFP/RFI Requests in a timely and professional manner to facilitate success.
• Maintain constant awareness of markets, competitor activities and problems within assigned customer base, recognize trends that develop, and make appropriate strategic and tactical sales/marketing recommendations.
• Identify opportunities for improvement processes in general working practices and team efficiency.
• Work closely with and maintain good working relationships with other functional company departments such as Professional Services, Product Management, Customer Service, Engineering, etc., to ensure company requirements are met or exceeded.
• Provide business development and thought leadership through opportunity identification to grow new business, driving new capabilities and incremental business success.
• Lead customer product demonstrations and preparation of detailed proposals that highlight value-oriented features of our offerings.
• Deliver strong communication skills through various multiple levels of customer contacts (C-suite executives, business and technical advocates).
• Identification and management of a robust pipeline of activity which will improve year-to-year business growth.
• Have strong solution selling skills, demonstrating strong product knowledge and product/solution currency.
• Development of strong awareness of the various competitive products.

• 10+ years of proven solution Major Account Sales Management experience.
• Minimum 3 years’ sale experience selling into the Hospitality, and/or Retail sector.
• Bachelor’s Degree.
• Ability to understand high-level technology concepts and communicate to non-IT executives.
• Expertise in prospecting and developing relationships with C-Level Executives in IT and Business areas applicable to stores and ecommerce.
• Demonstrated quota achievement and territory growth.
• Enjoyable personality and aptitude for fun, team‑oriented and competitive environments.
• Travel 25% as needed (international travel as well).

• Masters or other post-graduate degree a plus.
• Software / Services selling experience.
• Aptitude for working within a high profile high customer touch business.

US:
Hiring Range in USD from: $112,400 to $194,400 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 45/55 - 50/50.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

• Medical, dental, and vision insurance, including expert medical opinion.
• Short term disability and long term disability.
• Life…