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Oracle Corporation
,
Reading, Berkshire
Account Executive - Construction & Engineering Software
Overview
Job Description
Asset owners and project leaders rely on Oracle Construction and Engineering software for the visibility and control, connected supply chain, and data security needed to drive performance and mitigate risk across their processes, projects, and organization. Feel confident in your digital transformation with modern cloud solutions that grow and scale with you at every step of your journey. Enable efficiency, collaboration, and change control for your teams that plan, build, and operate critical assets. Description What You'll Do Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve, by: * Developing a pipeline of opportunities for our Primavera, Aconex and Textura solutions * Working with sales consultant team and directly with potential customers to convert leads to sales and to meet an annual sales target * Work with prospects to understand their business needs and steer them towards our technology service solutions. * Preparing and maintaining a sales forecast * Develop and maintain Target Account Plans for all prospects and clients, with defined strategies to optimize business opportunities. * Solicit and maintain contact with current and potential accounts at an executive level. * Manage the contact plan for prospects and clients. * Continuously support, service and liaise with clients to ensure customer satisfaction, maintain rapport and develop further sales opportunities. * Manage the process of contract negotiation. * Responsible for representing the company on sales and product matters when dealing with existing or prospective clients. * Prepare estimates and tenders in accordance with company sales and pricing policy. Required Skills/Experience What You'll Bring Your enthusiasm, knowledge, and customer-centricity will help us become the number one cloud company in the world. We also look for: * A proven track record of successfully selling into the construction industry, preferably SaaS delivered software applications * Experience selling or working with Viewpoint for Porjects, Asite, Business Collaborator, Autodesk AEC, Bentley or any other AEC / BIM related software application service providers * Experience of working at a senior level within customer organisations and understanding their business needs. * An ability to work cooperatively with prospects to steer them towards our product and service offering and to articulate their requirements throughout the organization. * Outstanding sales, negotiation, communication, presentation and writing skills * Ability to work with minimal supervision or guidance * Fluent in written and spoken English * A structured approach and excellent organisational skills * Previous relevant experience in compiling bids and handling commercial aspects of the procurement process relating to the construction industry. 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. Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent. As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).