Senior Account Executive, CGIU (Construction SaaS)

Oracle

  • Auckland
  • Permanent
  • Full-time
  • 1 month ago
Job Category: SalesJob Description:The Oracle Construction & Engineering Global Industry Unit (CEGIU) provides the industry's leading solutions to support major C&E organisations and projects around the globe. The software applications support processes linked to the different phases of an asset, including ideation, planning, design, delivery, through to operational phase.As a Senior Account Executive in our New & Strategic team, you will promote and sell Oracle solutions to the Construction, Engineering & Utilities industry, targeting the largest public sector infrastructure projects across New Zealand, in addition to critical private sector opportunities. You will be working at the executive and senior influencer level inside these organisations to encourage their views on best practice in the 'ConstructTech' space.You will be required to undertake the full range of business activities including.
  • Strategic Account Planning, Pipeline Development, and Opportunity Management,
  • The ability to offer a unique perspective by reframing and challenging the way customers view their business; know how to structure a sales pitch to highlight customer benefits before supplier strengths,
  • Adept at driving two-way communication by clearly articulating the value proposition and teaching to customer's pain points,
  • Can gain the confidence of individuals at the end user and can influence their decision-making ability,
  • Can construct and communicate strong value proposition and competitive positioning to demonstrating Oracle's ability to deliver solutions,
  • Collaborating with internal Oracle Sales Teams for a joint 'One Oracle' approach,
  • Supporting the Oracle Partner Network,
  • Working in a strategic fashion within all levels of our customers' organisations,
  • Results-driven with proven ability to sell and project a positive, professional attitude,
  • Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations,
  • Strong problem-solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment,
  • Can design and structure business-based presentations for delivery to senior and executive management, with superior demonstration skills,
  • Can manage cost of sale and controls margin to improve profits,
  • Is quick to identify and manage risks,
  • Work as a team player by contributing, learning, and sharing new knowledge,
  • Continuous improvement in self-research, learning and readiness on the new product offerings.
We are looking for an experienced Senior Account Executive who is a self-starter, one who demonstrates mastery of Software Sales (an emphasis on SaaS is a distinct advantage) with a proven track record over many years successfully delivering a high volume of medium to large deals every quarter. You need to have proven success in pursuing large, complex accounts, but also be able to produce a consistently high level of activity to drive a run rate business, building larger enterprise deals over time. It is expected you innately focus on value selling methodologies as you do this.You will display excellence in identifying and setting goals and plans for securing new clients.For the above, you will receive a competitive salary package and commission structure. You will be working with the Global Number One in your field with the opportunity to grow your career while working with the market leader.Here are some essential requirements:
  • Consistently meet and exceed sales targets (solid career track record in sales - demonstrable evidence of exceeding targets consistently) with a successful history of new business sales, with the ability to prove consistent over-achievement against targets,
  • Demonstrable success with particular focus on large, complex NZ government accounts,
  • Expert in value selling methodologies with the ability to challenge the status quo,
  • 10+ years in field sales (i.e. not inside sales, business development BDC/SDR roles etc), with 5+ of those in senior field sales roles,
  • Excellent verbal and written communication skills, with the ability to present at the Board and C-level experience,
  • Proven influential and persuasive skills and ability to advise C-level Executives,
  • Prepare and deliver persuasive presentations and demonstrations of Oracle's products,
  • Excellent communication, negotiating, and closing skills with prospects and customers,
  • Work closely with technical teams to deliver in-depth product demos, showcasing the value of Oracle's solutions,
  • Master and share the 'Why Oracle Story' that represents the value Oracle provides to customers with our unified, multi-pillar offerings,
  • Prospecting and networking - able to use referrals and contacts to build networks, can engage prospects in discussion naturally; comfortable cold calling and can build rapport in any circumstance, proven track record in generating own leads and working with business & sales development teams.
Additional Requirements:
  • Ability to travel.
For the above, we offer a leading salary package, flexible working and full health cover for you and your immediate family.Life at Oracle ANZ:
An Oracle career can span industries, roles, countries and cultures, giving you the opportunity to take on new roles and challenges, while blending work and life. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry. To cultivate the talent that makes this happen, we work hard to create a vibrant and rewarding workplace that celebrates diverse, multi-talented teams where everyone can contribute. We take care of each other, and value giving back to the community. We have flexible work arrangements and offer benefits including generous paid parental leave and comprehensive premium medical insurance...Qualifications:Career Level - IC5About Us:As a world leader in cloud solutions, Oracle uses tomorrow's technology to tackle today's challenges. We've partnered with industry-leaders in almost every sector-and continue to thrive after 40+ years of change by operating with integrity.We know that true innovation starts when everyone is empowered to contribute. That's why we're committed to growing an inclusive workforce that promotes opportunities for all.Oracle careers open the door to global opportunities where work-life balance flourishes. We offer competitive benefits based on parity and consistency and support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing or by calling +1 888 404 2494 in the United States.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.

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