Senior Director - Sales - Oracle - Shanghai

Job description

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle*s opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale.
Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.
Global ISV OEM Communications Industry - JPAC Sales Director

Team Overview



The Worldwide ISV/OEM Communications Vertical team is responsible for worldwide sales, field-facing support, and key architectural focus areas for Oracle Communications Partners including revenue generation via traditional and non-traditional business areas such as Cloud, Data Monetization, Big Data, and the Internet of Things (IoT). This organization is part of Oracle’s Global Alliances and Channels line of business, driving significant annual revenue to customers both directly and through partners. The group participates in high-level partner and customer engagements globally, sales, pre sales and Go to Market initiatives to drive sales of key Oracle Applications, Technology, Java, and Engineered Systems products through high-value engagements with some of our largest and most strategic partners.


The JPAC Sales Director will report directly into the Vice President and be responsible for managing a team of Sales professionals across the JPAC region. The role is a multi-faceted role spanning all key geographies within the region. The Sales Director will serve as the focal point between Sales, Partners and other Oracle business groups building offerings and strategies for execution within the Communications Vertical. The role will be a key part of the leadership team establishing the vision, footprint, market segmentation, and segment subsets.

The JPAC Sales Director For The Worldwide ISV/OEM Communications Industry Team Will Provide Key Focus On

Creating a JPAC growth strategy.
End to End ISV partner management.
Serve as the overall leader for all initiatives that drive revenue and improve efficiency inline with business strategies of the key partners.
Understanding and evangelizing Oracle’s communication offerings through participation with Oracle Product Management in future strategy/roadmaps.
Increasing the adoption of Oracle IP within the ISV solution(s) with particular focus on Cloud (Iaas/Paas/Saas).
Cultivate relationships with business stakeholders, both internal to Oracle (across multiple units) and outside of Oracle in partner organizations at the C-level and below.
Maintain in-depth knowledge of strategic business plans for Oracle products as well as key partners.
Setting and providing governance to the strategy, including engineered, on-premise, and Cloud solution offerings by establishing and maintaining partnerships with communications partners and as part of the Oracle Cloud ecosystem.
Developing and articulating use cases for top-line revenue improvement.
Increasing the profile for Oracle in the Communications industry through speaking appearances at Regional and Global industry conferences and related engagements.

List Of Desired Skills/experience

Proven experience (10+ years) within the Communications, IT/Software industries.
Experience of managing sales teams across the JPAC region. Previous experience working in an international context as part of a global team desirable.
Executive-level communication skills (informal, formal, written, verbal and graphical).
Strategic sales skills, including the ability to think conceptually on various levels, drilling down from Strategy, Business Case to value proposition.
Ability to articulate business value as related to projects and investments – building the Business Case.
B.S. or B.A. college degree (or higher) preferred.
Knowledge of the Oracle Product suite preferred.

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