Sales Solution Specialist, Global Sales Support - Mainframe and Modernization

Location: US-CA-OPEN TO ANYWHERE IN US (VIRTUAL + TRAVEL) Job Category: Sales/Retail/Business Development INFORMATION DRIVEN Oracle's business is information — how to manage it, use it, share it, protect it. The world's largest enterprise software company, Oracle is the only vendor to offer solutions for every tier of your business-database, middleware, business intelligence, business applications, and collaboration. With Oracle, you get information that helps you measure results, improve business processes, and communicate a single truth to your constituents. Oracle's next-generation enterprise computing platform — Fusion — is being designed to enable incremental adoption of a powerful, flexible, service-oriented IT infrastructure without the disruption associated with a wholesale platform upgrade. This portfolio is built on powerful Fusion design principles, standardizing the priorities and practices of your enterprise computing strategy-saving you significant time and money. Job Description Sales Solution Specialist, Global Sales Support - Mainframe & Modernization  Global Sales Support - Mainframe and Modernization is an integrated global team charted by the President to provide a complete customer centric, approach to augment the existing sales organization. The primary goal is to increase global license sales into mainframe accounts, selling "On & Off" and through legacy software modernization (applications, infrastructure), with two main objectives: Tactical Revenue Generation/Enablement: Leverage domain sales expertise to deeply penetrate legacy software & mainframe accounts enabling larger deals with faster close of sales Long Term Revenue Generation/Enablement: Define & execute business and technical strategies, relationships and investments to fully exploit the business on and off the mainframe and through legacy software modernizationPosition Summary:Responsible for identifying, developing and closing tactical and strategic Oracle applications and technology license revenue opportunities within the Mainframe and Legacy Software ecosystem working together with Oracle Technology Sales Managers and Application Sales Managers. Establish team credibility with Oracle field sales; provide sales leadership to legacy restricted customers; and foster a "Trusted Advisor" role with the teams regarding cost/benefit for Oracle software, including migration or integration of database, middleware and application workload to Oracle from proprietary "legacy" IBM infrastructure.  Work with clients, discovering their issues and business requirements; providing a road map of how to leverage Oracle's solutions. He/She shall bring expertise in selling complex business solutions in order to effectively market and build business with Fortune 500 companies. Hold broad business solution sales expertise with Oracle software.  Be a sales resource to marketing, partners, external customers, and field sales and sales consultants.  Ensure internal and external customer satisfaction with minimal supervision. This is a sales role with quota responsibilitiesPrimary Responsibilities:  I.  Contribute to current period and long-term revenue growth of Oracle Technology and Applications license products. Drive incremental Oracle license Revenue and Profit. Identify and Lead significant Oracle Modernization sales engagements.  II.  Provide focused domain expertise and sales support for field sales reps, Sales Consultants and management Provide competitive and sales expertise  III.  Provide skills transfer to field sales reps, field Sales Consultants, regional management.Serve as the focal point for development, implementation, and propagation of best practices and customer references.Sales Role Lead initiation, discovery, routing Assist with target account identification and qualification Ensure leads are fed to appropriate sales team Provide competitive and sales expertise Deliver architectural and solution presentations that articulate business benefits and future product direction Provide "911" help for customer sales situations Develop and manage reference customers through high quality, professional client relationships; coordinate documentation/publishing of customer case studies. Develop executive briefs, sales playbooks, and presentations on relevant sales/solution areas Interact with sales, marketing, development and other teams to develop/establish/refine Oracle’s solutions strategy for mainframe and legacy software modernization customersDomain Expertise Assume initiative to become and remain expert in chosen sales areas and their vertical or horizontal business applicability.  Establish reputation within Oracle and Industry as domain expert for Oracle software in the mainframe and legacy software modernization domain. Participate in industry functions, seminars, and round tables.  Proactively transfer knowledge to others within company Preferred QualificationsCompetency Level:  Sales Specialist V Education: Bachelors degree or equivalent, advanced degree highly desirable but not mandatory Industry Experience:  Minimum 10 years sales and business experience with relevant computer applications or database/tools, DB2 and WebSphere desirable.  Strong IBM mainframe (System z) sales understanding a plus, additional platform experience preferred A senior level sales executive with the ability to converse with C-level executives, working towards solving complex issues  Demonstrated leadership ability Sales and business development acumen; a person adept at building and managing relationships, who has carried a multi million dollar quota and managed a portfolio of projects in either consulting, software or a services organization  Demonstrated ability to solve difficult problems with accounts, in complex sales environments Proven track record of successful solutions-oriented software sales Working knowledge of ERP/HCM/CRM/Industry applications a plus A history of proactive communication and sharing within a community (internal and external) Exhibits excellent verbal and written communication skills, needs analysis, solution selling & positioning, business justification, closing techniques.  Acknowledged expert in his/her domain of focus. Able to persuade others through presentations, demonstrations and written communication 50% travel requirement Multi-lingual a plusAdditional responsibilities may be added at management discretion Position Location:  OPEN TO ANYWHERE IN NORTH AMERICA (VIRTUAL + TRAVEL) Travel Component:  50%To effectively fill this role, the preferred candidate may be required to travel up to 50%. As part of Oracle's U.S. employment process, candidates will be required to complete a background check, prior to an offer being extended.  These background checks include: Prior Employment Verification, Education Verification, Social Security Trace, Criminal Background Check, Motor Vehicles Records (where required for position)  Oracle Supports Workforce Diversity  Contact Information Contact: Nicole PalmerEmail: Apply by Email