Applications Sales Manager (NY and NJ Territory)

$126,200 - $207,400/Yr

Oracle - Boston, MA

Full-time - Mid Level

Boston, MA

Publishing Industries

About the position

The position involves selling Oracle Banking applications software and solutions to both prospective and existing customers within the financial services industry. The role requires managing sales through forecasting, account resource allocation, and strategic planning, while developing solution proposals and negotiating contracts. The ideal candidate will be passionate about financial services solutions and will work to build relationships with key stakeholders to drive market growth and expansion.

Responsibilities

• Develop and lead go to market plans to achieve and exceed revenue targets and drive market growth and expansion.
• Craft tailored ‘case for transformation' and solution design with compelling proposals for each opportunity.
• Maintain and build an in-depth understanding of the financial services industry, emerging banking trends, and transformation needs.
• Build relationships and establish communications at the highest executive levels in accounts and markets to understand their business and technology challenges and priorities.
• Develop and maintain account plans and opportunity strategy for critical medium to high value opportunities.
• Understand the customers' buying process and develop strategies to mitigate risk and increase deal confidence.
• Consistently communicate and brainstorm with colleagues and drive feedback into management around all aspects of account, opportunity, and market development.
• Work effectively across Oracle Line of Business team members in the defined territory and within various teams within the FSBGU.
• Collaborate with Marketing, Product Development, and Customer Success to develop a sustainable 'value proposition' to drive positive sales outcomes and deepen market presence.
• Participate and drive customer engagement at conferences, industry events, and seminars in the respective territory.
• Develop a 5x 12-month pipeline of qualified opportunities to meet and exceed quota targets.
• Manage opportunity lead generation and pipeline management with accurate forecasting.
• Lead deal closures in a structured and transparent manner.
• Work with existing partners and identify new strategic alliances to grow license revenue and expand customer footprint.
• Build a deep understanding of the competitive landscape.

Requirements

• Self-starter / independent sales leader
• Results-oriented with a track record of success selling complex applications software or Cloud solutions and exceeding target goals
• Strong understanding of the financial services industry, emerging banking trends, and transformations
• Proven consultative and solution selling skills including developing significant investment initiatives, business case development, detailed solution design, implementation approach, and cross-functional plan coordination
• Ability to own, control, and manage complex customer negotiation cycles with procurement, legal, and executive leadership teams on the path to contract close
• Strong orientation to open communication and continuous collaboration with trust and transparency among team members
• Ability to thrive within ambiguity, think on your feet, and maintain objectivity while solving problems
• Clarity of thought and crisp structured communication with strong interpersonal skills
• Commitment to continuous learning
• A minimum of 10 years of enterprise B2B sales experience.

Benefits

• Medical, dental, and vision insurance, including expert medical opinion
• Short term disability and long term disability
• Life insurance and AD&D
• Supplemental life insurance (Employee/Spouse/Child)
• Health care and dependent care Flexible Spending Accounts
• Pre-tax commuter and parking benefits
• 401(k) Savings and Investment Plan with company match
• Flexible vacation and paid time off
• 11 paid holidays
• Paid sick leave: 72 hours upon date of hire
• Paid parental leave
• Adoption assistance
• Employee Stock Purchase Plan
• Financial planning and group legal
• Voluntary benefits including auto, homeowner, and pet insurance