• Applications Sales Representative IV Jobs in Gurgaon,India - 25297518

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  • 12 - 15 Years
  • Posted : above 1 month

Job Description:

Applications Sales Representative IV (Utilities Sales) - 190016EU

Preferred Qualifications

Sales Position, Oracle Utilities

About the Job

This is a pivotal and highly influential role for Oracle Utilities in India helping to drive on premise and cloud sales

We seek a highly motivated and capable sales leader who can define and execute a territory strategy plan to achieve quota covering Oracles portfolio of Utilities solutions across a territory within India

A professional and experienced sales person is sought who can demonstrate clear strategic focus, impeccable sales process and hygiene, and demonstrated pipeline development and revenue attainment track record

The individual must demonstrate a track record of engagement with partners and a clear engagement model for working with partners as an integral part of sales planning and execution

Experience working with broader Oracle lines of business (LOBs) would be highly favorable

The candidate preferably has experience and exposure to the utility sector, covering electricity, water and gas They should be conversant in the structure and management of contemporary Indian Utility sector, utilities companies and stakeholders, major government sponsored schemes for utility modernization and reform, funding bodies and funding processes, and the challenges that utilities are facing in the Indian context

Candidates should preferably have established networks in Indian utilities, and demonstrate their ability to develop and foster close customer relations and relations with key stakeholders and Sis important to deliver value to Utilities, and quota attainment to Oracle

The successful candidate will have well developed communication and organizational skills and be equipped to command the sale form end to end while fostering close and collaborative Oracle internal relationships across Pre-Sales, Channels and Alliances, Marketing and other functions

The candidate must act as CEO of his/her business, offering clear guidance to regional and US management on new market opportunities, define India market product requirements, influence R&D roadmaps, assess potential competition, and develop clear go-to-market plans

Sales reporting and adherence to a defined sales process including weekly cadence is essential

This role will report into the Head of Oracle Utilities, India and Greater China


Develop a clear and executable India market strategy and go-to-market plan in conjunction with regional leadership for assigned territories and accounts

Prioritize a well-structured set of target accounts to be pursued in the India market Deliver against an annual sales quota Develop, revise and execute account plans on a regular basis Ensure timely closure of deals through careful planning and effective communication

Engage targeted utilities across India to influence their long-term vision and needs around energy efficiency, customer engagement, cost-to-serve, operational efficiency, billing efficiency, analytics and targeted marketing

Engage strategically and tactically with Oracle SIs to ensure the complete deal is planned and managed across all channels to ensure customer success and Oracles commercial objectives

Cultivate trusted relationships across IT, Marketing and Customer Service functions within targeted accounts

Partner with Oracles regional Regulatory Affairs team in order to understand and influence the adoption of relevant energy-efficiency programs in various Indian states and customers

Help guide other teams within Opower / Oracle (presales, consulting, delivery, etc), setting accurate priorities and coverage plans

Prepare and partake in weekly sales meetings and quarterly business reviews with regional leadership and teams supporting the sales function with meticulous preparation and delivery of sales reporting on-time

Approximately 50 PERCENT travel required within India with some travel abroad

About the Candidate

A sales professional with strong experience in personally selling and closing enterprise-level solutions
At least 12-15 years of enterprise software sales, with a strong ability to qualify and assign appropriate priority to opportunities
Strong business acumen as well as experience building complex business cases in collaboration with multiple internal and external stakeholders
Strong executive presence; comfort with and prior track record in successfully engaging Customer C-level
Excellent presenter, with the ability to facilitate strategic workshop sessions with the customers business leaders, IT and Oracle partners working on a deal
Possesses the requisite intellectual curiosity, and technical literacy to evangelize and explain new technology This should be backed with a strong track record of successfully selling new technologies and adapting to new industries and sales / delivery models
Some exposure speaking at public forums and to analysts or the press
Highly self-sufficient, able to not only lead a sale but also able to dig into details around the solution or delivery where required
Extensive experience in the India market, preferably with experience in the energy industry
A strong team player with ability to guide cross-functional teams taking leadership position on those accounts and ensuring rigor on well-formed and collectively agreed account plans
Strong consulting or advisory skills, preferably having worked with a large reputable consulting organization in India or internationally
Possesses good judgment and strong planning skills, anticipating and solving possible customer (as well as technical) issues in advance

Detailed Description and Job Requirements

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts)

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers Manage sales through forecasting, account resource allocation, account strategy, and planning Develop solution proposals encompassing all aspects of the application Participate in the development, presentation and sales of a value proposition Negotiate pricing and contractual agreement to close the sale Identify and develop strategic alignment with key third party influencers

Leading contributor individually and as a team member, providing direction and mentoring to others Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization 8 years applicable experience including 7 years of sales experience Successful sales track record Ability to penetrate accounts, meet with stakeholders within accounts Oracle knowledge and/or knowledge of Oracles competitors Interaction with C level players Team player with strong interpersonal /communication skills Excellent communication/negotiating/closing skills with prospects/customers Travel may be needed Bachelor degree or equivalent

Job Sales

Travel Yes, 50 PERCENT of the Time

Location IN-IN,India-Mumbai

Other Locations IN-IN,India-Bengaluru, IN-IN,India-Gurgaon, IN-IN,India-New Delhi

Job Type Regular Employee Hire

Organization Oracle

Profile Summary:

Employment Type : Full Time
Eligibility : Any Graduate
Industry : Software Services, IT-Software
Functional Area : IT Software : Software Products & Services
Role : Software Engineer
Salary : As per Industry Standards
Deadline : 02nd Jun 2020

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