ACS Services Sales Director

  • Oracle
  • United States
  • Oct 21, 2019
Full time Sales

Job Description

ACS Services Sales Director-19000TE7 Preferred Qualifications LOCATION: Chicago, IL Other considered locations: Columbus, OH; Cincinnati, OH; Dallas, TX; Minneapolis, MN; Denver, CO; or willing to relocate to any of the acceptable locations The Advanced Customer Support (ACS) is a unit within the Oracle’s Customer Service Organization that establishes long-term relationships with many of Oracle's largest customers through annuity-based service contracts. ACS provides value-added services that go well beyond the standard Customer Support to supply technical expertise, advisory services, risk mitigation, and higher Support levels. The primary role of the Services Sales Director is to cultivate the sales team and grow new revenue across the ACS business unit. These accounts will include both public and commercial accounts and span across strategic and general customers. The director will ensure the team is building rapport with new clients, and set targets for sales and provide support that will continually improve relationships. Strategic planning is a key part of this job description, since it is the Field Representatives responsibility to develop the pipeline of new business coming in to the company. This requires a thorough knowledge of the SLED market, the cloud solutions/services the company can provide, and of the company’s competitors. Ultimately reporting to upper management on sales targets and goals. SCOPE: Has a team of direct reports as well as interacts with the activities of virtual teams in support of customers Works with multiple customers across all sectors, in collaboration with Oracle Account teams Works with ACS Sales Representatives to: Identify and cover all organizations (including existing Oracle customers) Build and articulate compelling ACS service solutions that address identified customer needs Ensure the risks and costs associated with each ACS service proposition are fully understood and addressed Assisting the ACS Sales Teams in closing opportunities in a timely fashion Partner with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances Partner with other Lines of Business (LOBs) in individual opportunities and general cross-line-of-business initiatives RESPONSBILITIES: To sell Oracle Services Solutions alongside the account sales team Opportunity reporting/tracking for Business Management Transfers knowledge to other participant roles on the deal, account teams and across the ACS Inside Sales team Drives proposals, presentations, and other customer communications during opportunities Effectively communicates and articulates the details of the component roles in a proposed customer solution team collaboration Establishes the validity of a solution and its components with both short- and long-term implications when proposing service solutions Collaborates effectively (internally and externally) with others to ensure effective solution development and design Builds customer loyalty through achieving a trusted advisor relationship Applies consultative selling techniques to advance opportunities Anticipates and plans for competitive threats Works with customer Information Technology (IT), Account Intelligence, ACS management and the account sales team to develop an accurate understanding of business needs and related issues Works proactively and builds relationships with other lines of business Ensuring the sales team gathers and assesses customer needs, both business and technical for high level proposals Works with delivery to ensure a smooth transition from sales to delivery Can communicate with customer from technical level to C- level Ability to navigate internal tools and process providing required assistance to ACS Sales Representatives Ability to work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, product management Domain expertise in Oracle software and middleware would be desirable SKILLS Domain expertise: Oracle applications, middleware and database product Oracle systems products, including but not limited to Engineered Systems IT Service Management – highly desirable IT Enterprise Architecture – highly desirable IT Service pricing and contracting Ability to translate customer needs into Oracle ACS solutions General expertise: Demonstrates professional & technical depth and credibility Strong forecasting ability and reporting using sales metrics Strong ability to build relationships Excellent communication skills (both in person and over the phone) Ability to produce and deliver powerful and persuasive presentations Comfortable presenting to both small and large audiences Resilience and resourcefulness in solving complex problems Outstanding written and oral communication skills – Strong English language skills are essential Highly organized, self-motivated and able to works with minimal supervision Ability to deal with and manage highly complex situations and environments Hands on Manager Strong team player Strong sales and negotiation skills Strong technical skills Strong communication skills Understanding of the cloud with recent experience selling cloud services Qualifications: 10+ years relevant experience Experience selling cloud based products/services Experience selling into SLED Ability to grow a sales team while holding them accountable for targets Recent management experience in an enterprise technology environment Excellent SLED industry knowledge Consulting background very desirable - Up to 50% Travel - Will be out with reps in their respective territories. Detailed Description and Job Requirements Manages sales of the organization’s services (e.g., maintenance and service contracts). Manages sales of the organization’s services (e.g., maintenance and service contracts). Group is responsible for developing new accounts and/or expanding existing accounts within an established geographic territory, industry, product segment or channel. Incumbents at the Director and Senior Director level typically manage other sales managers. Incumbents at the Manager level may manage only individual contributor sales account managers and may carry their own sales quota. The incumbent’s level may be determined by the size of the geographic area of responsibility (e.g., region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors. Develops short/medium and long term plans to successfully implement operational policies and achieve business plan/ strategic objectives. Manages highly complex/ technical areas that need a high degree of business knowledge or a major contributor to revenue stream. Ensures current and evolving needs of internal and external customers are met while maintaining strategic direction and goal attainment. Manages business operations/ resources in a manner that fulfils business goals, meets budgets, and maintain strategic direction. Responsible for attaining sales objectives on a district/ regional basis. Responsible for a larger territory/ industry/ product line. Typically manages other sales managers. May manage large part of domestic market. Develops territory plans and participates in strategic and tactical planning. Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.