Job Description – CSS Field Sales Representative
CSS establishes long-term relationships with many of Oracle's largest customers, and whilst all Oracle Cloud Services, including SaaS, PaaS and IaaS, automatically include Cloud Support with their subscriptions, CSS provides enhanced “VIP” lifecycle services to our clients who require more than standard support to keep their systems running predictably, minimise disruption and deliver a more competitive advantage to their business. Addressing SaaS change management and adoption for example, is ranked among the top 5 SaaS challenges – this is exactly where CSS, and you, as a successful sales contributor, can help, providing enhanced management services to our ever-growing installed base of Cloud customers in the UK.
The job requires ambitious, results-oriented sales professionals who possess exceptional New Business (hunter) sales abilities, combined with effective Account Management/Expansion skills. A proven ability to sell Cloud Services would be required, as well as the capability of networking effectively across a large enterprise organisation, such as Oracle. Knowledge of UK Public Sector (Local government and Higher Education) is highly desirable.
Knowledge
1. Oracle Customer Success Services (CSS) — in-depth understanding of lifecycle service offerings and how they go beyond standard cloud support.
2. Cloud services landscape — including SaaS, PaaS, and IaaS, and how strategic services drive cloud adoption and stability.
3. Service sales strategy — expertise in selling outcome-based, ongoing service engagements rather than one-time product transactions.
4. Enterprise IT environments — how infrastructure, application services, and support function in large, complex organizations.
5. UK Public Sector dynamics — especially desirable: knowledge of Local Government and Higher Education procurement cycles, challenges, budget structures, and IT transformation goals.
6. Account expansion and renewal models — how to land, expand, and renew service relationships over time.
7. Cross-functional sales collaboration — understanding Oracle’s internal structure and how to work across Sales, Delivery, Partners, and Customer Management.
8. Commercial + technical literacy — ideally with a background in IT, Computer Science, or Economics to bridge technical value with business outcomes.
Skills
9. Sell strategic services — articulate the value of CSS in reducing risk, enhancing performance, and driving transformation.
10. Conduct needs assessments — uncover service gaps and opportunities in large, complex organizations, including public sector entities.
11. Prospect and build pipeline for services — especially in accounts with untapped service needs or transitioning to cloud.
12. Position services with relevance to sector — tailor messaging and offerings to resonate with public sector challenges (., digital transformation in local government, student experience in higher ed).
13. Negotiate complex service deals — navigate long sales cycles, frameworks, and value discussions typical in public institutions.
14. Collaborate across functions — align sales strategy with delivery, marketing, and partner ecosystems.
15. Present business outcomes — translate service features into concrete customer value, especially for non-technical stakeholders.
Values
16. Customer-centricity — strong desire to create lasting value through long-term service relationships.
17. Public sector empathy — appreciates the mission-driven, resource-constrained environment of local government and education.
18. Service-led thinking — prioritizes sustainable client success over quick wins or product-first sales.
19. Persistence — comfortable with navigating complex buying processes and organizational structures.
20. Integrity and trust-building — key to becoming a strategic advisor in public sector environments.
21. Collaboration — recognizes the value of internal teamwork and external partnerships to deliver cohesive service experiences.
22. Ambition — driven to exceed targets by delivering meaningful services to critical sectors.
Responsibilities
23. Responsibility for the business sales bookings for CSS services in the assigned accounts.
24. Responsibility for conducting territory analysis and associated business creation activities within the assigned accounts.
25. Responsibility for the creation of the associated business plans to accomplish the related business targets.
26. Creating of joint go-to-market activities with other aspects of the wider Oracle sales function.
27. Responsibility for working alongside CSS’s business development/sales program functions to facilitate the creation and execution of targeted demand generation activities.
28. Works to identify and cover all organizations (including existing Oracle customers) that fall into their designated account list, focusing on building a strong pipeline and closing opportunities in a timely fashion.
29. Works, where appropriate, with Oracle Partners,. resellers, SI's, ISV's, technology partners and alliances.
30. Works with Customer Management (CM) and other Lines of Business (xLOBs) to maximize the return from the assigned set of accounts.
31. Creation, attendance and participation in Oracle customer facing functions for business generation focused activities.
32. Active new business selling and ‘cold calling’ initiatives to potential new CSS customers.
33. Active up-selling of CSS Services into some existing accounts including ‘cold calls’ to untouched areas of the respective organizations.
34. Being the point person for all CSS activities within the assigned accounts working closely with the assigned CSS Delivery employees.
35. A high visibility presence within the respective assigned organizations, creating relationships with all aspects of the customer and business management.
36. Creation of a trusted advisor status within the assigned accounts and business management.
37. Management of all internal commercial activities for all business and up-sell engagements.
38. Relationship generation and associated collaborative working with the other aligned Oracle sales and delivery teams.
Career Level - IC4