Sales Director in BRISTOL, United Kingdom

  • Contract
  • Posted 2 weeks ago


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.


The market place is all about Disruption and Digital Transformation. Nowhere is this more apparent than within the key business solution domains of HCM. Every boardroom faces the question of whether they are the “disruptor” or the “disrupted”. Oracle is helping organisations leverage the Cloud by offering the broadest and deepest Cloud platform available in the market.

We need an entrepreneurial leadership style to harness this unique opportunity. Reporting to the Application Country Leader you will have the freedom to build a world class sales organisation that is 100% focused on local large enterprises with full responsibility to lead, drive and deliver new Cloud sales revenues across HCM applications. With a team of 3-8 Senior Sales Professionals, this is a highly visible role in country, within Western Europe and the broader Oracle business.

The successful candidate will lead an efficient and skilled prime organisation, driving customer success, efficient go-to-market strategies and effective deployment of a wide pool of resources. You will have proven experience of leading sales organizations, understand sales cycles and know how to optimize investment to achieve maximum potential.

The successful candidate will be expected to:

  • Geographical Leadership – represent Oracle Applications in country to customers, system integration partners, prospects, internal stakeholders, industry associations, and all forms of media

  • Thought Leadership – provide insight into the local Applications market, map our offerings to local market needs and leverage the power of Social Media

  • Business Plan – develop and execute our plan to dominate the local market in Applications in collaboration with the broader Oracle business

  • Territory Management – identify the market, target organisations, and segment according to your chosen go to market model

  • Personnel Development – target, recruit and develop a world class sales function

  • Recruitment – being a top class recruiter attracting the best talents on the market

  • Sales Incentive Planning – manage the team through to quota achievement

  • C Level Ownership – develop and maintain senior executive relationships within target accounts in country

  • Campaign Development & Execution – work with and direct the various teams within Oracle to maximise campaigns with impact marketing and PR campaigns in the local market

  • Strategic Sales – personally engage in the most strategic sales engagements, ensuring maximum sales conversion

  • Pipeline & Forecast Management – accurately manage sales reporting on opportunity qualification and sales forecasting and drive quarterly sales participation

  • Customer Advocacy – ensure maximum customer advocacy from sales through quality of delivery and relationship management

  • Stakeholder Management – build and manage stakeholder relationships internally, both with the regional sales organisations and all of the supporting functions

  • Business Practice Management – ensure the sales team adhere to company policy on pricing, approvals, and contracting.

Required Skills/Experience

  • Able to inspire and lead a sales team – 2-5 years sales management experience, in a complex solution environment, ideally with Cloud solutions

  • Experience of working with a matrix structure with hard and dotted reporting lines would be advantageous but not essential

  • Financial management capability – Demonstrated ability to manage sales pipeline and deliver accurate forecasts and drive change in the sales function

  • Sales experience – Proven track record of delivering sales success personally and from a team, demonstrable experience in winning new business

  • Major account relationship experience – Provide 1-2 major accounts as references on ability to successfully create relationships in large organizations.

  • Industry experience – sufficient experience, must have a minimum 5 years in either consulting services or IT sales. Proven network of strategic business and IT relationships in the local Applications market place

  • HCM sector knowledge – ideally a minimum of 3-5 years’ experience in the cloud Applications Sales industry.

  • Business planning capability – Demonstrated ability to articulate a strategy and plan to build a sales business based on financial objectives, territory planning, marketing plans, etc.

  • Networking – able to build teams internally and externally, be visible and accountable and able to maintain a high level of working in an organisation that is constantly evolving.

A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.

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About Us

An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.

In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.

Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.

At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.

That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.

Oracle is an Equal Employment Opportunity Employer * . All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer

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