SMB Cloud Infrastructure Sales Representative II

Employment Type

: Full-Time


: Sales

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Preferred Qualifications

Job Description:

The Sales Representative will be responsible for driving sales of Oracle Cloud Infrastructure products within an assigned geographical region in the mid-market segment. The Sales Representative will represent Oracle and manage all aspects of the sales process including: lead generation and management, deal qualification, evaluation, negotiation, close and account support. He or she will play an integral role in the success of the overall sales team. This is a quota‐carrying sales position.


· Create and execute an account sales plan curtailed to the specific territory assignment.

· Meet and exceed sales budget (quotas) through prospecting, qualifying, managing and closing sales opportunities within the assigned territory.

· Develop and manage sales pipeline, 

· Prospect and drive net-new Oracle Cloud Infrastructure solutions.

· Manage and track customer and transactional information as well as deal progression in a CRM system for both direct and channel led transactions

· Coordinate resources throughout the sales cycle, including cross pillar sales teams, product management, sales engineering, and business development teams.

· Provide solution presentations, product demonstrations, and general support to prospective customers.

· Nurture and expand the company’s relationship with customer accounts of various sizes and industries.

· Provide regular reporting of pipeline and forecast through the CRM system.

· Be familiar and stay current with Oracle competition, competitive issues and products.

· Practice effective, excellent communication with management, customers and support staff.

· Participate in team‐building and company‐growth activities including strategy setting, sales training, marketing efforts and customer care.

· Travel to customer locations in support of sales efforts.


· Performer. Consistent overachievement of sales quotas in a large geographic territory.

· A proven sales hunter and closer with a proven track record of sales excellence.

· Amazing Salesperson. 5+ years of enterprise technology sales experience.

· Bachelor's Degree with a technical or business focus preferred.

· Energy and Enthusiasm. Solution selling, conceptual selling, challenger selling experience. Can go beyond relationship management and become a ‘trusted advisor.’

· Technically Savvy. Experience with technology. Data, databases, enterprise infrastructure, storage solutions, cloud modeling, or business intelligence experience preferred.

· Experience selling at the 'C' level – CIO is a plus

· Be able to work independently & as part of a team in a fast pace, rapid change environment

Resilience to manage objections or complex deal engagement to a successful close

Detailed Description and Job Requirements

Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.

Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

Duties and tasks are standard with some variation. Completes own role largely independently within defined policies and procedures. Successful sales track record. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent communication, negotiating, and closing skills. Strong marketing skills. Travels to customer as needed. 2 or more years of relevant sales experience. BA/BS degree or equivalent preferred.

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 * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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