Services sales - healthcare

Job Description

This role requires an accomplished sales leader with a proven track record in both Account Management and new business development, combined with a deep understanding of the healthcare industry and its unique needs. The primary job duty is to sell CSS offerings to prospective and existing customers. Lead sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the customer's service lifecycle. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreements to close the sale.

As a key member of our high-performing team, you will play a critical role in driving the rapid growth of Oracle's CSS business within large healthcare organizations. You will engage with senior healthcare executives and IT leaders to deliver tailored, value-driven solutions that support their digital transformation and customer success initiatives.

If you are a passionate sales leader with a deep understanding of the healthcare industry and a drive for results, we encourage you to apply and help us shape the future of customer success in healthcare.

ABOUT CSS

Oracle is the only provider of fully integrated technology solutions that span both infrastructure and applications. Today's businesses, however, need more than just the best technology solutions. They need a strategic partner to support sustained business growth. Oracle Customer Success Services (CSS) was created to help ensure the customer's ongoing success with our technology. CSS is completely integrated with Oracle's product development teams to help improve the value of the customer's cloud investment. CSS also trains and collaborates with implementers across Oracle's partner ecosystem to ensure the successful setup of Oracle technologies.

RESPONSIBILITIES

• Sales Leadership & Strategy: Lead the sales efforts to sell Oracle Customer Success Services (CSS) offerings to both prospective and existing Strategic Healthcare clients across North America. Develop and implement account strategies to drive revenue growth and client retention within large healthcare organizations.

• Account Management & Expansion: Manage and expand relationships with key healthcare accounts, including hospitals, healthcare networks, and payer organizations. Identify opportunities for new business and expand existing contracts by introducing Oracle's comprehensive CSS portfolio.

• Solution Development & Proposal: Work closely with customers to understand their unique healthcare challenges and digital transformation goals. Develop comprehensive solution proposals that align with the customer's service lifecycle and provide clear value to their business.

• Sales Execution & Forecasting: Lead the sales process from initial engagement to contract negotiation and closure. Accurately forecast sales opportunities, manage account resources, and ensure timely and effective execution of sales strategies.

• Value Proposition & Negotiation: Collaborate with internal teams to present and sell the value of Oracle's CSS offerings. Navigate complex pricing and contract negotiations, ensuring alignment with customer needs while driving Oracle's business objectives.

• Industry Knowledge & Thought Leadership: Stay current on trends in the healthcare sector, including regulations, digital health technologies, and challenges faced by healthcare providers and payers. Provide insights and consultative advice to customers on best practices in healthcare IT and customer success.

• Driving the implementation of CSS sales and marketing campaigns

• Generating, maturing and following up on leads

• Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle

• Work both independently and with Oracle's XLOB sales forces (SaaS, OCI, Application and Hardware) and key Partners to build pipeline and achieve sales quota

• Create compelling, personalized CSS propositions for targeted prospects and customers

• Become an authority in CSS Services, ensuring the team is seen as exemplars and advisors within Oracle

• Provide accurate and timely sales forecasts and other information

• Initiate demand generation and Marketing programs

• Work with designated Partners as required

ACCOUNTABILITIES

Overview:

• Achieve/exceed sales quota.

• Achieve/exceed other objectives as agreed annually/quarterly.

• Work with Sales Management to ensure targets are met and skills are developed.

In detail:

• Create & maintain sufficient Pipeline to achieve quota.

• Accurate completion of sales forecasts, activities and close plans ensuring corrective action is taken as the need arises.

• Maintain accurate records of all sales activities and key contacts in the Account.

• Ensure Sales Forecasting systems and reporting is accurate and maintained up to date.

• Write proposals with input from all relevant expertise in compliance standards.

• Ensure Account Plans are in place as required.

• Obtain appropriate management approval for proposals where required.

• Ensure the contracts are legally compliant and commercially viable in conjunction with Oracle Business Practices.

• Identify, maintain and deploy an internal network of people who can support achievement of plans.

• Create and communicate reference sites.

• Development of an industry customer reference program.

• Operate in line with Oracle US HR policies and procedures.

• Attend, host and speak at appropriate events.

#LI-VC7

Responsibilities

What we like to see:

• A professional with a technical Background (IT, Computer Science) Or with an economical background, with good technical understanding.

• Has a shown sales record in the IT Industry.

• Has at least 7+ years Sales experience in Products or Services, preferably in another US Company or a renowned IT company.

• Has a good ratio of result-to-target over the past 5 years.

• Has a high-reaching winner personality.

• Ideally knows Oracle Products and Services.

Highly Preferred qualifications:

• 8 years applicable experience including minimum 5 years of sales experience.

• Oracle knowledge and/or knowledge of Oracle's competitors.

• Has strong presentation, organization, coordination and negotiation skills.

• Has good eye for business.

• Works with setting priorities and creation of sales related business plans.

• Easy to adapt to changes and to cultural differences.

• Familiar with the culture of a US Company and follow its Business Ethics and Conducts.

• Great teammate.

• Fluent in English.

• Willing to travel (50%).

• Bachelor degree or equivalent experience.

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $113,100 to $185,100 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 50/50.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:

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

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Career Level - IC4

About Us

As a world leader in cloud solutions, Oracle uses tomorrow's technology to tackle today's challenges. We've partnered with industry-leaders in almost every sector-and continue to thrive after 40+ years of change by operating with integrity.

We know that true innovation starts when everyone is empowered to contribute. That's why we're committed to growing an inclusive workforce that promotes opportunities for all.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer competitive benefits based on parity and consistency and support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

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Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans' status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.