Cloud Transformation Specialist

2 weeks ago

Melbourne, Victoria, Australia beBeeCloudSales Full time $150,000 - $200,000

Job Overview

We are seeking a seasoned Sales Executive to join our team in Melbourne, Victoria. The ideal candidate will have a passion for helping clients transition to the cloud.

The role of the traditional on-premise DB Software sales executive is evolving as we pivot to the next generation of cloud computing. As a Sales Executive, you will play a key part in this transformation by assisting our database install base customers migrate not just their database, but all their workloads, both Oracle and non-Oracle to the cloud.

You will be instrumental in driving Cloud (PaaS and IaaS) bookings and Database license revenues. You will work closely with enterprise clients in selling them new services, as well as bringing in net new business in your territory.

Responsibilities:

  • Develop strategies to drive long term and short term customer success and business results.
  • To exceed quarterly sales targets by selling Oracle PaaS/IaaS solutions into named accounts and/or within an assigned geographical or vertical market.
  • Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
  • Territory classification and research, to formalize a go to market territory strategy and create qualified target account list within 30 days.
  • Engage with prospect organizations to position the Oracle solution through value based selling, business case definition, ROI analysis, references and analyst data.
  • Manage the end to end sales process through engagement of appropriate resources such as Pre Sales Consultants, Business Development Consultants, Oracle Consulting, Executives and Partners etc., and through effective utilization of selling tools such as Engineered selling process (ESPs), Customer 360, etc.
  • Daily update of the Oracle Sales Cloud system with accurate customer and pipeline data.
  • Accurate monthly forecasting and revenue delivery.
  • Continuous improvement in self-research, learning and readiness on the new product offerings.
  • Working closely with technical cloud engineers ensuring the PaaS/IaaS customers are deriving value from their investments and ensure very high subscription renewal rates.

Requirements:

  • Minimum of 8 years of relevant experience in selling enterprise software solutions or services.
  • Experience selling into VIC Government preferred.
  • Successful history of net direct new business sales, with the ability to prove consistent over achievement against targets.
  • Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies synergies across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxO.
  • Solid understanding of the IT industry Cloud landscape and market.
  • Sales experience with a Cloud vendor would be beneficial.
  • Competencies in building value propositions and positioning strong proposals.
  • Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations.
  • Be creative with strong problem-solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.
  • Proven ability to work well as part of an extended sales team.
  • Resilience.
  • CUSTOMER FOCUS.
  • Storytelling abilities.
  • Bring to life our mission to 'help customers see data in news ways, discover insights and unlock endless possibilities'.

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