DEPARTMENT: Commerical Applications

REPORTING TO (TITLE ONLY): Sales Director, Commerical Accounts, Greater China

POSITION EVALUATION DATE:

POSITION SUMMARY

Briefly describe the position (ie. major purpose of the job, and the major purpose of the workforce reporting to the job)

• Responsibility for delivery of Mid Market Oracle Application licence revenue to Manufacturing, Distribution and Retail industries and FSI and CMU across the region

• Responsible for accurately managing the Mid Market forecast for all industries across the region

• Responsible for recruiting and managing Partners/AGENTS (both within tier 2 cities and sub verticals) across the region

• Responsible for developing/executing and monitoring business development initiatives across the region (both broad based and focused initiatives)

• Responsible for alignment with partners to ensure partner coverage across the region

• Provide sales assistance to Partner/AGENTS/Oracle Direct and Mid Market partners as required on specific opportunities

KEY RESULT AREAS

Categorise the job into the major areas of responsibility.

• Achieves annual Quota target

• Conducts weekly forecast reviews and presents accurate revenue expectations within the corporation

• Forecasts regularly, accurately and consistently and responsible for accurate pipeline management

• Responsible for direct selling to bigger accounts and driving Partner/AGENT to sell to smaller accounts

• Drive partner productivity levels (ie. Customer calls, talk time, Agent business plans, partner activation)

• Assists Partner/AGENTS to secure core tech license revenue in collaboration with partners and/or Oracle Direct

• Demonstrate strong solution selling expertise with ability to sell at various levels, particularly to CFO & CEO

• Understands and positions Oracle's core technology products and service offerings

• Understands the market, business drivers and influences and competitive landscape

• Develops initiatives/plans to increase Oracle's market penetration and neutralize competitors.

• Active participation in development of joint plans for territory and/or accounts with Business Development/Marketing

• Assists with the identification, recruitment and sales development of Partners

• Awareness of Partner sensitivity in opportunity engagement

• Provides input to ensure effective Call blitz activities via Oracle Direct specific to the region (outbound campaigns)

• Coaches/develops staff to their maximum selling potential

POSITION REQUIREMENTS

Indicate the experience qualifications and competencies required to perform this position effectively.

• 5 or more years sales experience with Application Software-based Solutions and/or client needs analysis together with industry or business knowledge in MRD sectors such as high tech/automotive/industrial manufacturing /process manufacturing/consumer goods/travel/transportation/trading/retail/general business.

• 3 or more years Direct or Channel Sales experience

• Strong networking, partnering skills

• High level of understanding of Business Practices and Processes

• Understand business and IT needs of mid market companies in China (Revenue ranging from US$50 to 150 million)

• Preferably knowledge of Oracle's application products or competitive products such as KingDee, UFSoft, SAP B1, Microsoft Navision, QAD

• Ability & willingness to quickly learn

• Ability to communicate effectively over the telephone, face-to-face and written (inc by email)

• Ability to qualify sales leads - advanced questioning techniques required

• History of consistent achievement of sales targets

• Self motivated, desire to learn independently who is proactive, innovative and a creative thinker

• Professional with strong planning and mature analytical skills

• Motivation to continuously expand personal professional knowledge

• Willingness to work towards achieving goals in a changing and challenging environment

• Previous application selling experience for mid market preferred (either direct or channel)

• University qualification preferred