POSITION PROFILE

Job Title: Senior Manager, Human Capital Management Sales, China

Location: Beijing, Shanghai

Role Summary:

This is a senior sales role reporting to the General Manager, HCM Sales, Asia Pacific.  The successful applicant will be jointly responsible for driving sales of Oracle’s Human Capital Management (HCM) solutions within mainland China.  They will work closely with the Business Development Teams, General Managers and Account Managers to identify opportunities, build pipeline and close deals. They will undertake market development and partner enablement activities to ensure Oracle is recognised as the premier supplier of HCM solutions in mainland China.  This may include, but not be limited to:

·         Having a deep understanding of China’s Human Capital needs

·         Participating in country specific HCM forums, user-groups, committees etc

·         Analysis of market needs and alignment of Oracle’s solutions

·         Leading the resolution of product and skill related issues both internally and with our partner

·         Identifying opportunities and building pipeline

·         Assisting in crafting ‘appropriate’ solutions and supplying HCM oriented input to the Pricing and Approvals process

·         Actively participating in all stages of the sales cycle

·         Working with the Sales Consulting team to ensure business-drive demonstrations

·         Being the in-country ‘expert’ for all matters HCM

·         Etc

The successful applicant will be responsible for managing HCM revenues to specific targets and for ensuring pre-defined pipeline coverage metrics are met.  They will ensure Oracle is the acknowledged thought leader in HCM in China and our HCM offerings are the ‘solutions of choice’.

This role will require significant travel within Mainland China and demands a high level of inter-personal skills, a thorough understanding of Human Capital Management and an in-depth knowledge of consultative selling.

Qualifications:

Experience and track record are more important than formal qualifications but a business degree is desirable.

Experience:

• A minimum of 10 years experience in the global Business or IT solutions & services sector
• You will have previously worked in or very closely with a Sales role
• A background in HCM solutions – selling, R&D, implementing, supporting, etc.

Competencies:

• Sales oriented
• Extensive and in-depth knowledge; experience of business development; sales techniques; high-level consulting; relationship development and the HCM market – and the ability to apply this knowledge & experience to generate new business
• Highly articulate, with excellent executive presence; the ability to establish personal & business relationships at the highest level both internally & externally
• Display a high degree of integrity
• Ability to influence outcomes within a highly matrixed organization / political astute
• Proven ability to leverage the capabilities of a global organisation to deliver innovative solutions at a local level
• Exposure to managing business with long sales cycles
• Be able to multi-task
• Strong communication, influencing, negotiating, coaching and mentoring skills
• Be adaptable, with a reasonable tolerance for ambiguity
• Motivated
• Display good judgement, decision-making, problem-solving and analytical skills
• Culturally adaptable
• To be a team player / collaborator
• To display thought leadership
• Be emotional mature
• Be a highly results-orientated person