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Oracle Applications Sales Representative IV in Marlborough, Massachusetts

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

Our sales team carries an ENT Platform full of best-of-breed solutions in their bag. They’re running world-class discovery with C-Suite and Senior executives in Marketing, IT, and Finance to quantify the real-world value that the Oracle Marketing Suite enables, and their sales process is as big a differentiator as the software that they sell. Sellers leverage that process to clearly define the customer's unique needs and communicate the defensible value of the Oracle Marketing Suite.

The Oracle Marketing Suite is a world-class, Enterprise SaaS platform that enables organizations to drive revenue, increase efficiencies, and mitigate risk at scale. We’ve enjoyed exciting growth for several consecutive quarters, and our momentum is increasing. Our Account Sales Managers will are responsible for driving new business from pipeline generation through the entire sales process, with one of the most attractive compensation packages in the software space.


  • Strategically own and work your territory to drive new and expansion bookings

  • Achieve annual Enterprise bookings quota with quarterly and annual targets

  • Shape the direction of the go-to market strategy and execution for your region

  • Work collaboratively with supporting ecosystem to build targeted messaging and collateral, and map a customer journey for the specific business needs of the orgs in your region

  • Maintain consistent activity levels to drive client and prospect meetings. Engaging other corporate resources as required.


  • ENT Software Sales Experience

  • Exceptional prospecting skills, particularly to the executive level

  • Confident in managing complex sales processes with multiple stakeholders and negotiations with pricing based on business value, legal and procurement

  • Consistent experience selling to C-level executives in Marketing, IT, and Finanance

  • Strong performance against quota

  • Prior experience with MEDDIC deal validation a big plus

  • Able to sit up to 4 hours, traveling to and from client sites

  • Able to travel via auto, train or air up to 50% of the time

Job: *Sales

Organization: *Oracle

Title: Applications Sales Representative IV

Location: United States

Requisition ID: 21000CL0