Location: Guangzhou or Shenzhen

OBJECTIVE:

Exceed quota by selling the full suite of Agile PLM products by securing business from both new and existing clients.  This role specializes in the PLM application product lines and sells the product lines into a broad range of accounts in a defined territory across both the MRD industry and Commercial space.  This role will work with both direct sales personnel and certified resellers and may service both named and non-named accounts.

SCOPE:

• Engage with customers and prospects to present and sell Product Lifecycle Management (PLM) solutions
• Work in close partnership with ERP Sales Organization in a Co-Prime sales model
• Focus on the PLM solution value proposition with an in depth knowledge of the business drivers and requirements of organizations from enterprise to SMB and across both discrete and process manufacturing industry sectors
• Strong knowledge of PLM business applications and solutions, including both Agile PLM and Agile PLM for Process 
• Working knowledge of overall supply chain business process and application footprint as well as interaction of PLM with the other enterprise solutions across the organization
• Identify all target organizations (including existing Oracle customers) that fall into the designated territory
• Build and manage pipeline of opportunities from early stage business development through all phases of the sales process
• Work with Channel Sales, Marketing and Sales Consulting and other Lines of Business

RESPONSIBILITIES:

• Understand and effectively articulate all phases of the product lifecycle and the business drivers and challenges that manufactures face in bringing products to market and sustaining product profitability across the product lifecycle
• Win new license opportunities in line with sales revenue targets
• Develop a strategy and sales plan to address the designated territory / industry
• Develop profiles of targeted accounts within the designated territory / industry
• Define appropriate value propositions for clients
• Generate and follow up on leads and build pipeline required to support revenue goals
• Marshall internal and Partner resources to support the sales process and work in close partnership with ERP Sales in Co Prime sales model
• Identify and work with the appropriate team members within the Oracle and Customer organizations
• Facilitate and nurture Senior Management relationships to generate active sponsorship
• Maintain an understanding of Oracle's strategic direction and PLM roadmap and interpret its relevance to the territory / industry and specific account situation
• Maintain an awareness of Oracle's current and future PLM Application products and services and the ecosystem of applications that support the broader Oracle application architecture
• Maintain awareness of relevant competitive products
• Understand the customer’s business issues and value proposition and connect the value proposition to the PLM opportunity
• Effectively differentiate Oracle’s PLM offering from the competitive offerings and support the development and communication of a compelling business case

ACCOUNTABILITIES:

• Engage customers and prospects, gather and assimilate requirements and rapidly triage and qualify opportunities
• Educate customers on Oracle's PLM product offering and value propositions
• Understand Oracle’s overall solution architecture, strategy and value proposition and communicate the strategic fit of PLM within this broader enterprise vision
• Work with Presales and Partner organizations to design and deliver customer demonstrations to articulate and evangelize the PLM product offerings
• Evangelize and create demand both internally and externally, including seminars and workshops as required. Create, present and deliver meetings/presentations/seminars as required
• Engage with Product and Sales Consulting teams to maintain product knowledge
• Act as a solution contact for customers and internal stakeholders in support of your designated territory
• Recognize and communicate opportunities to up-sell based on solutions insight
• Understand the local competitive landscape for both PLM and related solution areas

COMPETENCIES:

• Decision Making and Rapid Discernment
• PLM Business Process and Solution Knowledge
• Influencing & Negotiating
• Customer Focus
• Teamwork
• Results Orientation
• Personal Drive
• Customer Needs Analysis
• Consultative Selling
• Opportunity Management
• Sales Process Acumen
• Competitive Awareness
• Consumer Product, Electronics, and Life Sciences industry experience preferred