Job Description The primary role of the Sales Consultant (Individual Contributor role) is to develop new opportunities for Cloud Learning, Cloud Adoption and related service solutions; and to close the deals to grow new revenue across the ANZ. The role will work closely with SaaS and Services sales to address Customers in both public and commercial accounts and span across strategic and general customers. Responsibilities Key Responsibilities Achieve and exceed annual sales targets. Develops relationships in new and existing customers to drive sales strategy, builds a strong network and foundation to harvest future business opportunities. Customer Insights - Works with customer stakeholders to understand business needs and related issues, develop the right value proposition. Actively understand Oracle footprint and technology strategy landscape. Work proactively with X-LoB to develop sales plan and proposals; deliver presentations to customer. Effectively communicates with customer from technical level to C-level and articulates the details of the proposed customer solution. Account Management - Lead accounts in designated territory, relationships, prospect profiling, and sales cycles. Encourage accounts to become Oracle University references. Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities on Oracle education & courses. Collaborates effectively (internally and externally) with others to ensure effective solution development and design, including Operations/delivery team to ensure delivery of the programs on time and effectively Utilise internal tools and processes, providing required assistance to the team. Sales Management (Demand, Pipeline and Opportunity management) Pipeline management - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. Leverage support organizations including Marketing, License & Consulting sales, Partners to funnel pipeline into the assigned territory. Validate opportunities and Leverage Oracle solutions - be proficient in and bring all Oracle Products on offer to bear on sales pursuits Move validated opportunities to a close through successful execution of the plan. Support all Oracle University promotions and events in the territory. Sales Excellence Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base. Utilize best practice sales models, cloud transformation journey. Understand the competition and effectively position solutions against them. Oracle Fusion SaaS and CSS portfolio understanding are highly desirable Maintain CRM system with accurate customer and pipeline information. Qualifications 10 years relevant experience in complex Sales Enterprise IT Demonstrated success with large accounts & transactions with lengthy sales cycles in a fast-paced, consultative and competitive market. Excellent industry knowledge, sound commercial and business acumen Exceptional communication, presentation, and negotiation skills Ability to work independently and as part of a collaborative team Results-driven, target-oriented and growth mindset Australian Citizenship or Permanent Residency is a must LI-DNI Qualifications Career Level - IC4