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NetSuite · 1 day ago

Senior Account Executive (License Sales) – Oracle Government, Defense & Intelligence

Reston, VA, United States

Full-time

Hybrid

Senior Level, Lead/Staff

$127K/yr - $207K/yr

10+ years exp

NetSuite, a leader in cloud solutions, is seeking a Senior Account Executive to manage license sales to Government accounts focusing on the U.S Intelligence Community. This role involves driving the entire sales process, building relationships with customers, and achieving sales targets within the National Security market.

Cloud ComputingComputerCRMiOSSaaSSoftware

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

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

Qualification

TS/SCI with PolyEnterprise software salesBusiness developmentC-suite engagementSales forecastingOracle knowledgeNegotiation skillsCommunication skillsProblem-solving abilitiesInterpersonal skills

Required

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 marketspace 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

Preferred

Bachelor's degree or equivalent preferred

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

Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

11 paid holidays

Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

Paid parental leave

Adoption assistance

Employee Stock Purchase Plan

Financial planning and group legal

Voluntary benefits including auto, homeowner and pet insurance