HCM Enterprise Account Executive_Norway
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General Responsibilities:

  • Exceed sales targets by owning, driving and winning Cloud-based opportunities in new logos and in Oracle’s extensive customer base
  • Own and manage the end –to-end sales process to deliver against a range of performance metrics
  • Engage with appropriate resources during the sales process including other Line of Business Sales Representatives, Sales Consulting, Consulting, Oracle Executives, Partners and others
  • Developing a strategy and sales plan to address the designated Named Account Territory and / or Major Accounts
  • Seek and engage prospect organisations by positioning Oracle Cloud-based solutions, challenging the prospect by leading with Oracle experience, business cases, references and insight from the marketplace, including analysts, partners and other influencers
  • Generating and following up on leads through the qualification process
  • Create and progress a sales pipeline to meet sales objectives
  • Accurately forecast monthly and quarterly revenue delivery
  • Working with, and influencing the activities of Oracle Partners as appropriate
  • Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector
  • Maintaining an awareness of Oracle's current and future Application products and services
  • Maintaining an understanding of competitive activity relevant to and industry sector, specific territory or major account

This particular sales role will be focusing on managing the expansion of Oracle HCM, working in coordination with regional Applications Sales Teams to win new Application business, either directly or through partners and growing Oracle's share of business in this sector.

Role Scope:

  • Reports to Regional HCM Sales Director
  • Works in targeted accounts on selling HCM solutions
  • Has no direct reports, but leads the activities of virtual teams in sales campaigns
  • Focuses in on a Named Account Territory and / or Major Accounts
  • Works with appropriate Oracle Partners, ie resellers, SI's, ISV's, technology/application partners and alliances
  • Works with Multi Channel Sales, Marketing and Sales Consulting and other Lines of Business (LOBs)
  • Works towards allocated cloud recurring revenues (ARRs) and other associated sales targets

Required Skills

  • Relevant experience of selling enterprise software solutions
  • Track record of selling cloud-based applications from within a major software vendor or niche provider (or ideally both)
  • Knowledge of the HCM marketplace
  • Demonstrable track record of sales achievement in value based selling roles
  • Able to lead prospect / customer engagements through providing insight and challenge to differentiate Oracle’s cloud-based offerings in the HCM market
  • Credibility at all levels and evidence of building strong relationships internally and with the prospect / customer community
  • Bachelor’s degree or equivalent preferred
  • Fluency in Norwegian and English is a necessity


  • Keep current on and communicate current industry trends, drivers and potential
  • Translate Oracle's Strategy and Marketing Messages to the market
  • Create Value Propositions and communicate the benefits of these to the market
  • Design sales and marketing campaigns and put teams and task forces together to deliver them
  • Work with Multi Channel Sales Marketing to co-ordinate marketing activities in order to generate leads
  • Generate and manage bid teams
  • Produce an accurate weekly forecast and pipeline.
  • Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
  • Establish and maintain contractual agreements between Oracle and the Customers
  • Maintain contact with accounts through Application implementation
  • Maintaining an awareness of Partner Competence and capability
  • Operate in line with Oracle WE's business processes and procedures
  • Deliver and co-ordinate customer presentations and demonstrations
  • Attend Industry forums
Oracle Norge
HCM Enterprise Account Executive_Norway
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Søknadsfrist 20.12 2021 23:59
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