Sales Director


Udlandet (øvrige)

Submission for the position: Sales Director - (Job Number: 19001J05)
Sales Director

Senior Sales Manager – Northern Europe, Enterprise Communications

Oracle Communications Global Business Unit
Oracle has an outstanding track record for delivering business value in the Enterprise communications industry. Oracle offers hardware & software and Cloud solutions that deliver end-to-end support for the key business communications.

Department Description

Oracle Communications enables trusted, first-class delivery of next-generation voice, data and unified communications services and applications across IP networks for service providers and enterprises. The company's solutions are deployed by more than 2500 service providers and enterprises globally, including 89 of the world's top 100 communications companies.Oracle plans to make the networking offering a core offering in its Oracle Communications portfolio to enable customers to more rapidly innovate while simplifying their IT and network communications infrastructures. Oracle anticipates enterprise customers will be able to more effectively engage customers, deliver more innovative applications, and improve employee productivity.

The Senior Sales Manager will be responsible for sales and the development and growth of Enterprise business based on the Oracle Communications network product portfolio in the Northern Europe Region.

Products portfolio:


  • Managing a sales team of sales representatives selling Oracle Communications solutions to large enterprise customers across assigned territory within EMEA
  • Responsible and accountable for achieving allocated quarterly and annual sales quotas for hardware and software and first year maintenance.
    Meet or exceed quarterly and annual revenue quotas
  • Expand awareness of Oracle Communications’ products in the assigned region, building a sustainable pipeline of opportunities
  • Work in conjunction with Oracle CGBU account teams and other Oracle lines of business to identify opportunities in the Oracle installed base and/or net new accounts
  • Lead the development, presentation and sale of opportunity specific value propositions with your team.
  • Manage key sales negotiations, customer pricing and contractual agreements within the team.
  • Build executive relationship with target customers and partners
  • Plan and forecast the territory, including proper coverage, revenue numbers, support needed. Follow and comply with Oracle processes for conducting business by adhering to Oracle polices, reporting procedures.
  • Build the business case for the adoption of the Company's value proposition with the target customers
  • Work closely with other internal functions such as Marketing, Sales Consulting, and Engineering to address the complex solutions to meet the customer needs


  • Successful track managing international/remote sales teams (direct and indirect) selling communication solutions into the enterprise market. International sales and sales management experience preferred.
    Consistently achieved or exceeded sales quota objectives.
  • Excellent organization skills
  • Strong business and technical acumen with a good understanding of the market drivers and company strategies.
    Ability to participate and influence cross-lines of business opportunities.
  • Strong collaboration and networking skills, efficiency in working in complex matrix organization structures
  • Good English communications skills (written & spoken).
  • Established trusted relationships at various levels within large enterprise organizations
  • Be high-energy driven and self-motivated, passionate and enthusiastic
  • Strong knowledge of the business communication industry and associated companies
  • Ability to work with and influence senior executives, CIO, CTO, Chief Architects etc.

Scope of the role:

In this sales management role, you will lead a team to address the enterprise communications market for Oracle Communications and work in close cooperation with your colleagues from other Oracle geographies and lines of business. You will be working with Oracle’s large enterprise customers across Europe. This is a hands-on management role and requires a large degree of passion, customer intimacy and sales focus.

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.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).
Yes, 50 % of the Time
SE-SE,Sweden-Solna, FI-FI,Finland-Espoo, PL-PL,Poland-Warsaw, AT-AT,Austria-Vienna, NL-NL,Netherlands-Utrecht
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