Oracle Senior Applications Sales Representative - ERP/EPM in Warsaw, Poland

Senior Applications Sales Representative - ERP/EPM

Preferred Qualifications

Principal Applications Sales Representative ERP/EPM - Industries market

The Oracle ECMEA Applications Sales Business Unit is looking for a Senior Account Manager focused on Oracle’s ERP and EPM portfolio within the assigned sectors and TOP accounts at Poland market. The objective for seeking such a role is to win new applications business and to grow Oracle's share of business in the applications industry.


  • Reports directly to the Applications Sales Director

  • Works towards an allocated License & SaaS sales revenue target


  • Maximize Oracle’s Applications business (both the on-premise and SaaS product lines) and grow Oracle's market share in the assigned sectors of Polish market by winning new business either directly or through partners

  • Consistently deliver new license revenue and SaaS subscriptions in-line with targets

  • Able to develop, lead, and implement account strategies and opportunity closing plans

  • Understand clients' industry, operations, strategy, and value drivers

  • Establish relationships with clients’ C-Suite and gain commitment to close deals

  • Mobilize and lead all necessary Oracle and Partner resources (including pre-sales, consulting, contracts, legal, business partners, etc.) to ensure a successful sales cycle

  • Establish and maintain overall Oracle-Customer relationship and ensure overall client satisfaction and success

  • Able to engineer xLOB deals (upsell/cross sell)

  • Support the development and expansion of the regional Applications ecosystem (Business Partners, Marketing, Education etc.)

  • Act as a subject matter expert to non-Oracle business communities/organizations

  • Become an active member and contribute to Oracle’s global industry community

  • Negotiate and close business under time and objective pressure


  • University degree desired

  • Proficient English level

  • Excellent presentation and communication skills

  • Dynamic personality with successful sales track record and over 5-year selling experience in solution value selling

  • Strong understanding of a) IT principles and environments, b) Business Applications business, and c) ERP and EPM concepts and related solutions

  • Work as an independent/entrepreneur, within a large, multi-cultural, and complex matrix based environment

  • Open-minded and adaptable, highly motivated, and creative personality

  • High ability to articulate a business value proposition to customers

Detailed Description and Job Requirements

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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle

  • s competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

Job: Sales

Location: PL-PL,Poland-Warsaw

Job Type: Regular Employee Hire

Organization: Oracle