Sales Manager SaaS ERP

What You’ll Do

Sales Leadership position for a growing team. Oracle enjoys a competitive advantage in SaaS ERP (sole occupant of Gartner MQ). Expanding our SaaS Install Base and converting Oracle’s on-prem ERP install base to SaaS ERP is Oracle’s key strategic priority. We seek an experienced Sales Leader to build and develop a team of motivated sellers to capitalise on Oracle’s Last Upgrade You’ll Ever Do campaign – migrating on-prem install base to SaaS

Manages and develops a team of Enterprise SaaS Sales Representatives including recruiting, hiring and training new reps on the Oracle sales process
Sells and promotes the sales of Oracle SaaS ERP products to customers including negotiating price, other concessions and terms and conditions of the sale
Business Plan - develop and execute our plan to dominate the software market in Applications in collaboration with the solution strategy team
Territory Management - identify the market, target organisations, and segment according to your chosen go to market model
Personnel Development - target, recruit, develop and retain a local sales team
Sales Incentive Planning - manage team quota achievement
Generate Demand - develop senior executive relationships within target accounts in the designated territory
Campaign Development & Execution - collaborate with the solution strategy team to develop 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
Customer Relationship Management - manage ongoing relationships with senior customers
Customer Referenceability - ensure maximum customer referenceability from sales through quality of delivery and relationship management
Stakeholder Management - manage stakeholder relationships internally, both with the regional Apps & tech sales organisations
Business Practice Management - ensure the sales team adhere to company policy on pricing, approvals, and contracting.

Required Skills/Experience

What You’ll Bring

Sales leadership – proven tenure and stability leading a team of business cloud software sales representatives, in a complex solution environment.
You will have a background in Applications as opposed to Technology or Hardware. 
First line management experience managing a team of ERP or HCM and SaaS Sales Reps
Financial management – proven ability to manage sales pipeline and deliver accurate forecasts.
Sales acumen – track record of delivering consistent sales success, $5-10m per year.
Industry knowledge – significant business software experience either vendor sales or consulting sales.
Network and Reputation - strong network of relevant strategic business and IT relationships and references.
Cloud Business Apps, ERP, Supply Chain etc – several years experience in the cloud business applications sales industry.
Business planning – Demonstrated ability to articulate a strategy and plan to build a sales business based on financial objectives, territory planning, marketing plans, etc.