Senior Account Executive (License Sales) – Oracle Government, Defense & Intelligence

Oracle•Reston, VA

23h•Hybrid

About The Position

This role will be responsible for selling Oracle Software to a portfolio of accounts in the National Security space. This role will: Identifying, nurturing and close complex deals within the National Security market – managing the end-to-end sales cycle with the objective to achieve assigned sales targets Manage and drive the territory through the entire sales process, to include business development, prospecting, requirements definition, solutioning, acquisition path, negotiations, and post-sales support. Engage with customer’s software asset management teams as a part of managing Oracle’s relationships with this customer set. Drive pipeline generation in existing and new areas through outreach, meetings, industry conversations, digital and in person events and working with the account and BD teams. Establish and strengthen the business relationships with new and existing customers to ensure their requirements are understood and their needs are met Deliver on Oracle’s growth expectations in our Tech Solutions Serve as a client advocate for your customer enabling the ability to identify, qualify and capture Oracle opportunities. This role will also be working with a cross functional team that includes, capture and business development, software, consulting, and hardware. Your success in this role will mean you are able to leverage the Oracle sales model and customer relationships to maximize revenue growth and increase market share. The successful candidate will build and expand business partnerships and system integrator relationships and help identify mutual benefits from these partnerships.

Requirements

MUST possess or have the ability to obtain and maintain a TS/SCI with Poly.
MUST have recent experience selling enterprise software to the US National Security customer marketspace with an understanding of the complexities involved with enterprise software versus simplified turn-key solutions.
10+ years field sales experience including technology sales experience, or other applicable experience is required, as is the ability to forecast, manage sales expenses, and successfully close new Oracle business
Must understand the complexities of enterprise software to include migrations of existing customer licenses, the ability to fluently explain features versus options within the Oracle ecosystem.
Business development, prospecting and presentation skills, excellent communication skills and problem-solving abilities are essential.
MUST possess, or be able to obtain without sponsorship, the required security clearances for this customer set.
MUST have existing SES level relationships within the US National Security space, across at least 3 of the 5 components.
Strong business acumen with the ability to identify and pursue sales opportunities to closure
Ability to nurture customer relationships, understand their unique business realities to develop strategies and enhance Oracle’s share of the market
The ability to penetrate accounts and meet with stakeholders within accounts at C-suite and LOB.
Proven executive sales capability in selling and engaging with US Federal Government sector
Candidates for consideration will bring a proven track record of exceeding sales quota and territory/account development and will have experience as the focal point for clients for all sales and related issues.
Oracle knowledge and/or knowledge of Oracle’s competitors is helpful.
Must have ability and willingness to rapidly learn Oracle Cloud technology.
Strong collaborative and interpersonal skills.
Excellent communication, negotiation, and closing skills with prospects/customers.
Travel may be needed.
Bachelor’s degree or equivalent preferred.

Nice To Haves

Oracle knowledge and/or knowledge of Oracle’s competitors is helpful.
Bachelor’s degree or equivalent preferred.

Responsibilities

Identifying, nurturing and close complex deals within the National Security market – managing the end-to-end sales cycle with the objective to achieve assigned sales targets
Manage and drive the territory through the entire sales process, to include business development, prospecting, requirements definition, solutioning, acquisition path, negotiations, and post-sales support.
Engage with customer’s software asset management teams as a part of managing Oracle’s relationships with this customer set.
Drive pipeline generation in existing and new areas through outreach, meetings, industry conversations, digital and in person events and working with the account and BD teams.
Establish and strengthen the business relationships with new and existing customers to ensure their requirements are understood and their needs are met
Deliver on Oracle’s growth expectations in our Tech Solutions
Serve as a client advocate for your customer enabling the ability to identify, qualify and capture Oracle opportunities.
build and expand business partnerships and system integrator relationships and help identify mutual benefits from these partnerships.

Benefits

Medical, dental, and vision insurance, including expert medical opinion
Short term disability and long term disability
Life insurance and AD&D
Supplemental life insurance (Employee/Spouse/Child)
Health care and dependent care Flexible Spending Accounts
Pre-tax commuter and parking benefits
401(k) Savings and Investment Plan with company match
Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
11 paid holidays
Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
Paid parental leave
Adoption assistance
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance