Nivel cariera

Senior (5-10 ani)




1. Job title: Consulting Sales Representative

2. Department: Consulting

3. Position reports to: Consulting Sales Director



1. Main Objectives:

- To win new consulting accounts and develop and manage the relationship with them in order to maximise the consulting revenues and margin and to support the growth of licence sales

- Working with Supply to ensure effective delivery.

- Reports to Consulting Sales Director (CSD) in a designated industry.

- Works on designated accounts and take on new accounts as allocated

- Works toward a Consulting Sales revenue and margin target

- May lead a team within the Consulting Sales

- Works with Licence Sales, Supply, Pre-sales and selected Partners

Description of responsibilities:

- Working closely with Sales Management in order to identify, qualify and maximise the consulting opportunities for Oracle within new accounts

- Identifying the appropriate Oracle Consulting Value Proposition and interpret it to the prospective client

- Generating proposals either as part of a licence led opportunity or for consulting services

- Acting as an ambassador for Oracle Consulting in new clients

- Generating, communicating and delivering an Account Plan for each account

- Managing the bid process for consulting and licence sales proposals

- Accurately forecasting against plans and targets

- Developing and maintaining relationships with key decision makers in the designated and new accounts

- Monitoring the delivery of consulting business once won to ensure margins are maintained and clients remain satisfied

- Acting as a point of escalation and resolutions for unresolved client issues

- Pro-actively updating industry and product knowledge

- Contributing to the development of Oracle Value Propositions for the industry

- Working with designated partner organisations on specific opportunities

- Coaching and mentoring more junior staff

- Is aware and understand department policies, procedures and processes

- Ensure the fulfillment of any other additional tasks related to the job based on direct superior request in accordance with the activity requirements


- Write proposals with input from all relevant expertise in compliance with Oracle standards

- Present proposals to clients and manages them through the client approval process

- Maintain accurate records of all sales activities and key contacts in the account(s)

- Produce regular and accurate forecasts as requested by the CSD

- Obtain in conjunction with Consulting Contracts Specialist all appropriate management approvals for proposals

- Ensure the contracts are legally compliant and commercially viable

- Manage the execution of sales activities (e.g. demos and presentation(s)

- Hand over responsibility for delivery to Supply management and monitors the delivery progress

- Feed back on consultants performance to Supply management

- Research and communicate current industry trends, drivers and potential

- Maintain a breadth of knowledge of Oracle's products and services

- Create and communicate reference site

- Operate in line with global and local Oracle’s processes and procedures


1. Education level/Qualifications: University degree in relevant field

2. Job Competencies:

Personal Competencies:

- Credibility

- Creativity

- Decision Making

- Change Orientation

- Personal Drive

- Planning & organising

- Results orientation

- Influencing & negotiating

- Customer focus

- Teamworking

- Building effective relationships

- Effective communication

Managerial Competencies:

- Business Acumen

- Organisational sensitivity and awareness

Professional Competencies:

- Romanian market knowledge, deep knowledge of sales cycle and process

As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).