AVP, Strategic Accounts - East

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.Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.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.AVP, Strategic Accounts East,Oracle HGBU is in search of an AVP, Strategic Accounts -East, for our Major Hotel Chain accounts regionally based in the eastern partof the United State and Canada. This position will be remote and have the abilityto travel as required to meet the demands of the business.As the AVP, Strategic Accounts East in Oracle s HGBU majorinternational accounts, you will be responsible for leading and growing a team ofGlobal Sales Directors. This team willbe responsible for the growth and success of the major international hotelchains utilizing software solutions as well as expanding their portfolio.The Sr. Global Account Director role includes owning andbuilding executive level relationships throughout this major Hotel Chain. As part of the relationships the leader willwork the various levels within the client to grow the Oracle HGBU relationshipin support of the client s mission.Responsibilities of the AVP, Strategic Accounts - Eastinclude;-[if !supportLists]-> -[endif]->Strong sales leadership skills-[if !supportLists]-> -[endif]->Establishment of credible sales leadership,building strong competitive attack teams-[if !supportLists]-> -[endif]->Build sales teams that deliver growth resultsagainst assigned business targets-[if !supportLists]-> -[endif]->Provide market leadership to the business teamsas a subject matter expert through the entire sales cycle-[if !supportLists]-> -[endif]->Establish ongoing agreement structure within businessand legal guidelines of HGBU F&B standard practices-[if !supportLists]-> -[endif]->Develop and manage a robust pipeline of salesopportunities through the entire sales cycle-[if !supportLists]-> -[endif]->Own and provide leadership to the variousbusiness teams as a subject matter expert through the entire sales cycle-[if !supportLists]-> -[endif]->Identify opportunities for improvement processesin general working practices and team efficiency-[if !supportLists]-> -[endif]->Development of strong awareness of the variouscompetitive products-[if !supportLists]-> -[endif]->Developplans and strategies for developing business and achieving the company s salesgoals-[if !supportLists]-> -[endif]->Createa culture of success and ongoing business and goal achievement-[if !supportLists]-> -[endif]->Managethe sales teams, operations and resources to deliver profitable growth-[if !supportLists]-> -[endif]->Managethe use of budgets-[if !supportLists]-> -[endif]->Define optimalsales force structure-[if !supportLists]-> -[endif]->Hireand develop sales staff-[if !supportLists]-> -[endif]->Becomeknown as an employer of choice and a sales force that top salespeople want to join-[if !supportLists]-> -[endif]->Definesales processes that drive desired sales outcomes and identifyimprovements where and when required-[if !supportLists]-> -[endif]->Providedetailed and accurate sales forecasting-[if !supportLists]-> -[endif]->Compileinformation and data related to customer and prospect interactions-[if !supportLists]-> -[endif]->Monitorcustomer, market and competitor activity and provide feedback to companyleadership team and other company functions-[if !supportLists]-> -[endif]->Workclosely with the marketing function to establish successful support, channeland partner programs-[if !supportLists]-> -[endif]->Management of the Sales Executive s keyopportunities as they work through sales cycle and processes to ensure we areworking to convert and close key business.Required Skills and Experience:-[if !supportLists]-> -[endif]->10 years of proven solution Major Account SalesManagement experience-[if !supportLists]-> -[endif]->Minimum 3 years of sale experience selling intothe Hospitality, and/or Retail sector-[if !supportLists]-> -[endif]->Bachelor s Degree-[if !supportLists]-> -[endif]->Ability to understand high-level technologyconcepts and communicate to non-IT executives-[if !supportLists]-> -[endif]->Demonstrated quota achievement and territorygrowth.-[if !supportLists]-> -[endif]->Enjoyable personality and aptitude for fun,team-oriented and competitive environments-[if !supportLists]-> -[endif]->Travel 25% as needed ( international travel as well)Preferred Skills andExperience:-[if !supportLists]-> -[endif]->Masters or other post-graduate degree a plus-[if !supportLists]-> -[endif]->Software / Services selling experience-[if !supportLists]-> -[endif]->Aptitude for working within a high profile highcustomer touch businessJob: SalesOrganization: OracleTitle: AVP, Strategic Accounts - EastLocation: United StatesRequisition ID: 19000P47