• Director, Oracle Linux & Virtualization US Federal Sales, North America (Join-NCS)

    OracleSunnyvale, CA 94086

    Job #1205544522

  • Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.Director, Oracle Linux & Virtualization US Federal Sales, North America_BACKGROUNDOracle is the #1 provider of business software, with a broad portfolio of solutions for companies of all sizes, offering an integrated array of applications, databases, servers, storage, and cloud technologies to empower modern business. For most companies, flexibility is critical. Oracle provides a wide choice of software, systems, and cloud deployment modelsincluding public, on-premises, and hybrid cloudsto ensure that technology flexes to the unique needs of a business. Oracle Cloud is a complete, integrated stack of platform, infrastructure, and application services. With advanced scalability and security, Oracle Cloud enables technical agility across the enterprise, connects people to information for clearer insights, and fosters efficiency through simplified workflows. More than 430,000 customers across 175 countries have harnessed Oracle technology to accelerate their digital transformation.The biggest challenge businesses face today is changehow to implement change and how to manage change. The requirement for business agility and continuous innovation cycle has made digital transformation a business imperative. Oracle helps accelerate digital transformation and achieve IT imperatives with a complete DevOps environment based on open source, standards-compliant software. It can be seamlessly deployed on-premise or in any Public, Private, Hybrid Cloud to meet the cloud native computing requirements of developers and IT operations personnel. Oracle Linux, Oracle Linux Cloud Native Environment and Virtualization products provide an open & modern, optimized & complete, secure & compliant Cloud tested and trusted foundation designed for hybrid and multi-cloud deployments at enterprise scale backed by Oracle enterprise-grade supportOracle Linux provides an open, flexible and optimized platform for organizations to meet these objectives by providing optimal application availability and performance while minimizing downtime, reducing security & compliance risk and lowering total operating expense. Oracle Linux Cloud Native Environment is a curated set of open source Cloud Native Computing Foundation (CNCF) projects to develop, deploy, manage and continuously innovate microservices-based applications that have been tested for interoperability. Oracle VM allows customers to rapidly deploy critical enterprise application and Private Cloud infrastructure in contrast to traditional hardware deployment, bare metal provisioning and competitive virtualization solutions. Oracle VM VirtualBox is a powerful x86 and AMD64/Intel64 virtualization platform providing a feature rich, high performance environment for enterprise customers and personal use.POSITION:Director (Senior Director), Oracle Linux & Virtualization US Federal Sales, North AmericaLOCATION:Open; willing to travel frequentlyREPORTING RELATIONSHIP:Edwin Bowman Group Vice President, North America Sales, Oracle Linux & Virtualization_KEY RESPONSIBILITIESThe Director (Senior Director), Oracle Linux & Virtualization US Federal Sales, North America has ultimate responsibility for meeting/exceeding the Global Sales Unit s tactical subscription bookings targets for the United States Federal Government business, building for maximum long term revenue and market share growth, crafting go-to-market strategy, team building and, most critically, personally leading the sales efforts required for success. The ultimate goal is delivering new bookings and capturing new customers, retaining key customers and building Oracle s unique Open Source Infrastructure brand throughout US Federal departments and agencies.Scope:* Lead and grow a team of Direct Sales representatives dedicated to US Federal Government.* Encourage and promote collaboration with Channel and Presales resources to promote Oracle offerings in US Federal Government.* Lead a large cross-functional direct reporting and virtual team in a matrix organization with a high number of indirect reports* Personally drive deal creation and deal execution.* Work closely with other lines of business to encourage a coordinated approach to customers, partners and markets.Responsibilities: Lead the US Federal Government sales team, including direct and indirect resources to exceed pipeline and bookings targets. Be the business driver; developing and implementing a go to market model, drive pipeline development, and personally leading the development and close of large enterprise sales opportunities with the intent to aggressively grow bookings and market share.* Work with the rest of GSU management and Product Development, Product Strategy and Marketing to help define the go-to-market strategy, demand generation plans, rapidly grow subscription sales revenue and continually drive the Oracle Linux and open source infrastructure brand.* Capture key customers that serve as proof sources for the go-to-market strategies and value proposition* Provide accurate and reliable forecasting (via Oracle systems) and overall business management* Persistent focus on customer success and satisfaction, resulting in high retention rates, referenceable accounts and positive brand awareness* Provide leadership and guidance to all stakeholder organizations including Product Development, Product Management, Product Marketing, Consulting and Customer Support, establishing an effective virtual team driving towards a consistent set of common goals.* Developing and maintaining relationships with specialized Industry PartnersAccountabilities: Ensure that US Federal Sales team competence is maintained and developed Recruit new team members as required* Allocate accounts and territories to sales representatives and communicate targets* Set objectives and review the performance of the sales representatives and take action to ensure targets are met and individual sales representatives are developed* Support, coach and mentor individuals to drive achievement of their personal development needs* Support specific sales opportunities either coaching the sales person involved or acting directly as a sponsor on complex or large deals* Monitor and review sales forecasts, activities and close plans* Identify develop and maintain an internal network of people who can support achievement of plans* Act as a sponsor on Critical Accounts* Attend, host and speak at appropriate US Federal Government related marketing events* Ensure Account Plans are in place as requiredPREFERRED SKILLS & EXPERIENCEOracle is looking for a seasoned, senior sales leader to lead the US Federal Sale Team. This individual must be a high energy, hands on, take charge leader with proven leadership skills. Additional characteristics include: Extensive experience managing a US Federal Government direct sales force (preferably 10 years) A track record of consistent performance and accountability using multiple sales approaches, managing complex sales into large enterprises and building multiple routes to market.* Proven experience driving substantial sales growth year over year.* A demonstrated ability to add value to the sales process through the development and implementation of a structured selling methodology utilizing scorecards or other measures to ensure the team s success* Demonstrated and proven sales management methodology* Demonstrated ability to transform a business and sales organization by creating new ways to sell; driving rapid evolution from transactional sales to business value-led enterprise selling.* The ability to effectively matrix-manage and influence across a large complex organization.* Experience managing sales teams of 8-12 directly and cross-functional teams in a matrix organization.* Experience leading Technology/Infrastructure related sales teams* Strong leadership skills with ability to influence, motivate, and inspire* Ability to craft and implement new go-to-market models, strategies and tactics critical* Security Clearance preferred (secret clearance or above)PREFERRED PERSONAL CHARACTERISTICS AND LEADERSHIP SKILLS Entrepreneurial; a highly collaborative leader who can navigate different personalities, work well in teams, and believes that our products positively impact the customers business. A strong focus on ownership and execution. An executive with the appropriate level of drive and toughness to effectively manage in a fast-paced and, at times, ambiguous environment, ensuring results and deadlines are achieved.* A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought.* An enthusiastic, high-energy and motivating leader who is visibly passionate and is capable of inspiring and galvanizing an organization.* Focuses on actions and outcomes; driven to overachieve.* An exceptional communicator who can write, present and effectively adjust messages to meet individual audiences and organizations.EDUCATIONA Bachelors degree is preferred. An advanced degree is a plus. 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. Oracle Supports Workforce DiversityJob: SalesOrganization: OracleTitle: Director, Oracle Linux & Virtualization US Federal Sales, North America (Join-NCS)Location: VA,Virginia-RestonRequisition ID: 20000D7AOther Locations: United States

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