Senior Account Executive; License Sales – Government, Defense & Intelligence

Job Category:
Sales Job Description: Oracle GDI – Government Defense & Intelligence is looking for a Senior Account Executive
-to be responsible for license sales to Government accounts with a focus on the U.S Intelligence Community. This is a hybrid position that involves 3 days a week in-office work and/or meetings at the client site. Candidates must be based in the greater Washington DC area.

About the opportunity (What you will do). This role will be responsible for selling Oracle Software to a portfolio of accounts in the National Security space. This role will:

• Identifying, nurturing and close complex deals within the National Security market – managing the end-to-end sales cycle with the objective to achieve assigned sales targets
• Manage and drive the territory through the entire sales process, to include business development, prospecting, requirements definition, solutioning, acquisition path, negotiations, and post-sales support.
• Engage with customer’s software asset management teams as a part of managing Oracle’s relationships with this customer set.
• Drive pipeline generation in existing and new areas through outreach, meetings, industry conversations, digital and in person events and working with the account and BD teams.
• Establish and strengthen the business relationships with new and existing customers to ensure their requirements are understood and their needs are met
• Deliver on Oracle’s growth expectations in our Tech Solutions
• Serve as a client advocate for your customer enabling the ability to identify, qualify and capture Oracle opportunities.
• This role will also be working with a cross functional team that includes, capture and business development, software, consulting, and hardware.
• Your success in this role will mean you are able to leverage the Oracle sales model and customer relationships to maximize revenue growth and increase market share.
• The successful candidate will build and expand business partnerships and system integrator relationships and help identify mutual benefits from these partnerships.

• MUST possess or have the ability to obtain and maintain a TS/SCI with Poly.
• MUST have recent experience selling enterprise software to the US National Security customer market space with an understanding of the complexities involved with enterprise software versus simplified turn-key solutions.
• 10 years field sales experience including technology sales experience, or other applicable experience is required, as is the ability to forecast, manage sales expenses, and successfully close new Oracle business
• Must understand the complexities of enterprise software to include migrations of existing customer licenses, the ability to fluently explain features versus options within the Oracle ecosystem.
• Business development, prospecting and presentation skills, excellent communication skills and problem-solving abilities are essential.
• MUST possess, or be able to obtain without sponsorship, the required security clearances for this customer set.
• MUST have existing SES level relationships within the US National Security space, across at least 3 of the 5 components.
• Strong business acumen with the ability to identify and pursue sales opportunities to closure
• Ability to nurture customer relationships, understand their unique business realities to develop strategies and enhance Oracle’s share of the market
• The ability to penetrate accounts and meet with stakeholders within accounts at C-suite and LOB.
• Proven executive sales capability in selling and engaging with US Federal Government sector
• Candidates for consideration will bring a proven track record of exceeding sales quota and territory/account development and will have experience as the focal point for clients for all sales and related issues.
• Oracle knowledge and/or knowledge of Oracle’s competitors is helpful. Must have ability and willingness to rapidly learn Oracle Cloud technology.
• Strong collaborative and interpersonal skills.
• Excellent communication, negotiation, and closing skills with prospects/customers.
• Travel may be needed.
• Bachelor’s degree or equivalent preferred.

Discla…