Job Description Oracle is leading the digital revolution. We are empowering nearly half a million businesses across the globe to turn untapped potential into real business value. You will connect the biggest enterprises of today with the tools to compete in the digital economy of tomorrow. Oracle is consistently recognised as the Leader in the Gartner Magic Quadrant for Cloud Applications for Service-Centric Enterprises for Oracle Fusion Cloud Applications! Come join the winning team. We’re expanding our ERP, HCM, Supply Chain Management (SCM) and Customer Experience (CX) sales team to take advantage of the growth of our market leading SaaS platform. We need Federal Government Sales Leaders who can demonstrate staying power in their management careers, self-awareness in embracing their strengths and areas for development, plus the desire to continue to develop their consultative, people leadership skills in a vendor environment such as ours. Career Level - M5 Responsibilities This is a Sales Leadership position for a growing team in Canberra. Oracle enjoys a competitive advantage in SaaS Applications (Financials, HCM, EPM, SCM and CX) and expanding our SaaS Install Base and converting Oracle’s on-prem install base to Fusion Applications is Oracle’s key strategic priority. We seek an experienced Sales Leader with significant Federal Government experience, to build and develop a team of motivated Federal Government Enterpirse sellers to capitalise on Oracle’s “Last Upgrade You’ll Ever Do” campaign – migrating on-prem install base to SaaS. You will: Lead and develop a team of Federal Government Enterprise SaaS Sales Account Directors, including recruiting, hiring and training new reps on the Oracle sales process Sell and promote the sales of Oracle SaaS Applications products to customers including negotiating price, other concessions and terms and conditions of the sale Business Plan - develop and complete our plan to redefine 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. What You'll Bring: Sales leadership in a Business Applications sales environment - proven tenure and stability leading a team of business cloud software sales representatives, in a sophisticated solution environment. You will have a background in Applications (as opposed to Technology or Hardware). Federal Government experience ideal First line management experience managing a team of ERP or HCM and SaaS Business Applications 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.