Regional Sales Manager

What You Will Do

Annual Revenue - Achieve / exceed sales targets.

- Sales strategies - Develops effective and specific account plans for accounts to ensure Sales quota/Revenue target delivery and balanced growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.

- Trusted consultant - Establishes positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a strong network and foundation so as to harvest future business opportunities.

- Customer Insights - Actively understand each customer's technology footprint, strategic growth plans, technology strategy landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become references for the LOB/Organization.

- Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities. Understands and manages Services Offering mix to suit the organizations long term view.

• Be responsible for the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while growing existing accounts.

• Work closely with the Operations/delivery team and ensure delivery of the programs on time and optimally

Demand Generation, Pipeline and Opportunity Management

- Pipeline planning - Follow a principled approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

- Pipeline partnerships - Leverage surround organizations including other LOBs, Partners to funnel pipeline into the assigned territory.

- Leverage Services Offerings - Be proficient in and bring all services offerings by the LOB on offer to bear on sales pursuits

- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

• Campaigns and Go To Market Initiatives – Drive all campaigns, GTM initiatives and events in the territory

Sales Excellence

• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

• Orchestrate resources: deploy appropriate teams to complete winning sales. Leverage One Oracle experience.

• Apply standard methodology models available in Oracle.

• Understand Oracle Financial Consulting services’ competition and optimally position solutions against them.

• Responsible for accurate booking forecasting.

• Maintain CRM system with accurate customer and pipeline information.

What You Will Bring

Exposure to business in JAPAC region.

10+ years of experience in sales of sophisticated enterprise solutions, consulting services, with specific experience selling IT Consulting Services in Financial Services Industry.

Proven success with large accounts & transactions and lengthy sales cycles in a fast-paced, consultative and competitive market.

Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies alignments across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxOs.

Be creative with strong problem-solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.

Confirmed ability to work well as part of an extended sales team.

Business level English: Proficient in regional language business Level proficiency.

Target Customer Segment

Industry Vertical

You will be targeting customers in the Financial Services segment to sell Oracle Consulting Services Offerings.

Territory

JAPAC Region