Job Description

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

Qualifications

Oracle\xe2\x80\x99s Utilities Global Business Unit delivers the technology solutions that utilities need to thrive in a sustainable and rapidly changing future. We\xe2\x80\x99re proud to partner with the world\xe2\x80\x99s hardest-working electric, water, and natural gas companies to empower, enhance, and enable your every day.

We seek a highly motivated and capable sales person who is looking to develop their sales career in China. Based in Hong Kong, this person would focus on selling our customer focused solutions to utilities in China \xe2\x80\x93 including customer care, billing, meter data management, and other utility (water, electricity, gas) enabling solutions.

A professional and experienced sales person is sought who can demonstrate clear strategic focus, impeccable sales process and hygiene, and a track record of pipeline development and revenue attainment.

The successful candidate will have well developed communication and organizational skills and be equipped to command the sale from end to end while fostering close and collaborative Oracle internal relationships across Pre-Sales, Alliances and Channels, Marketing and other functions. Experience working with both local partners/SI\xe2\x80\x99s and the broader Oracle lines of business (LOBs) would be highly favourable.

Fluency in Mandarin, along with good English skills is mandatory.

This role will report into the UGBU Sales Leader for North Asia.

Responsibilities

\xc2\xb7 Develop a clear and executable market strategy and go-to-market plan in conjunction with regional leadership for assigned territories and accounts.

\xc2\xb7 Prioritize a well-structured set of target accounts to be pursued in the China market \xe2\x80\x93 with an initial focus on our installed base. Deliver against an annual sales quota. Develop, revise and execute account plans on a regular basis. Ensure timely closure of deals through careful planning and effective communication.

\xc2\xb7 Engage targeted utilities to influence their long-term vision and needs around energy efficiency, customer engagement, cost-to-serve, operational efficiency, billing efficiency, analytics and targeted marketing.

\xc2\xb7 Engage strategically and tactically with Oracle SI\xe2\x80\x99s to ensure the complete deal is planned and managed across all channels to ensure customer success and Oracle\xe2\x80\x99s commercial objectives.

\xc2\xb7 Cultivate trusted relationships across IT, Marketing and Customer Service functions within targeted accounts

\xc2\xb7 Prepare for and partake in weekly sales meetings and quarterly business reviews with regional leadership and teams supporting the sales function with meticulous preparation and delivery of sales reporting on-time.

\xc2\xb7 Approximately 50% travel required in region allocated and with some travel further abroad.

Oracle