Introduction
As a Business Sales Lead for Oracle Services, you will be responsible for driving revenue growth through new logo acquisition, pipeline development, and deal closure across assigned Oracle accounts and target prospects. This is a sales‑led role focused on expanding IBM’s Oracle services footprint by identifying opportunities, shaping demand, and converting pipeline into signed business.
You will own the end‑to‑end sales lifecycle—from lead generation and qualification through to commercial negotiation and contracting—working closely with Oracle, internal SMEs, legal, and commercial teams to progress opportunities efficiently and close deals.
Key Responsibilities
* Lead Generation and Pipeline Build: Proactively identify, qualify, and develop new sales leads and opportunities across Oracle SaaS, Cloud, and industry solutions, ensuring strong and sustainable pipeline coverage.
* Revenue and Deal Ownership: Own sales targets and drive opportunities to closure, maintaining accountability for pipeline quality, forecast accuracy, and revenue delivery.
* Account and Opportunity Expansion: Grow existing Oracle accounts through cross‑sell and upsell opportunities, expanding footprint across functions, buying centres, and service lines.
* Solution‑Led Selling: Position and sell Oracle solutions by articulating business value, ROI, and outcomes, leveraging Oracle alignment and internal subject‑matter experts to shape compelling propositions.
* Commercial Negotiation and Contracting: Lead commercial discussions, pricing strategy, and contract negotiations, working with legal and commercial teams to finalise terms, mitigate risk, and secure timely contract execution.
* Sales Strategy and Execution: Develop and execute account and territory sales strategies aligned to IBM and Oracle go‑to‑market priorities, directly contributing to growth and profitability targets.
* Client and Partner Engagement: Build and maintain senior‑level relationships with clients and Oracle stakeholders to influence decision‑making, accelerate deal momentum, and strengthen long‑term partnerships.
Your role and responsibilities
As a Business Sales Lead for Oracle Services, you will be responsible for driving revenue growth through new logo acquisition, pipeline development, and deal closure across assigned Oracle accounts and target prospects. This is a sales‑led role focused on expanding IBM’s Oracle services footprint by identifying opportunities, shaping demand, and converting pipeline into signed business.
You will own the end‑to‑end sales lifecycle—from lead generation and qualification through to commercial negotiation and contracting—working closely with Oracle, internal SMEs, legal, and commercial teams to progress opportunities efficiently and close deals.
Key Responsibilities
* Lead Generation and Pipeline Build: Proactively identify, qualify, and develop new sales leads and opportunities across Oracle SaaS, Cloud, and industry solutions, ensuring strong and sustainable pipeline coverage.
* Revenue and Deal Ownership: Own sales targets and drive opportunities to closure, maintaining accountability for pipeline quality, forecast accuracy, and revenue delivery.
* Account and Opportunity Expansion: Grow existing Oracle accounts through cross‑sell and upsell opportunities, expanding footprint across functions, buying centres, and service lines.
* Solution‑Led Selling: Position and sell Oracle solutions by articulating business value, ROI, and outcomes, leveraging Oracle alignment and internal subject‑matter experts to shape compelling propositions.
* Commercial Negotiation and Contracting: Lead commercial discussions, pricing strategy, and contract negotiations, working with legal and commercial teams to finalise terms, mitigate risk, and secure timely contract execution.
* Sales Strategy and Execution: Develop and execute account and territory sales strategies aligned to IBM and Oracle go‑to‑market priorities, directly contributing to growth and profitability targets.
* Client and Partner Engagement: Build and maintain senior‑level relationships with clients and Oracle stakeholders to influence decision‑making, accelerate deal momentum, and strengthen long‑term partnerships.
Required technical and professional expertise
* Deep Expertise in Oracle Solutions: Proven experience in selling and delivering Oracle products and services, with a strong understanding of Oracle's portfolio and ecosystem.
* Strategic Account Management: Experience in managing and growing large, complex accounts, with a focus on identifying new sales opportunities and expanding presence in assigned industries and services.
* Revenue Growth Strategies: Deep expertise in developing and executing strategies to drive revenue growth and profitability in assigned accounts, with a focus on ensuring client satisfaction.
* Industry Knowledge: Experience working with various industries and services, with a strong understanding of the specific challenges and opportunities in each sector.
* Solution Sales Expertise: Proven experience in selling and delivering complex solutions to clients, leveraging strong account management and sales skills to meet customer needs and drive business growth.
Preferred technical and professional experience
* Industry Knowledge: Experience working with various industries and services, with a strong understanding of the specific challenges and opportunities in each sector, is beneficial for this role. This knowledge enables the Business Sales & Delivery Leader to tailor Oracle solutions to meet the unique needs of clients across different industries.
* Solution Sales Expertise: Proven experience in selling and delivering complex solutions to clients, leveraging strong account management and sales skills, is advantageous. This expertise allows the Business Sales & Delivery Leader to drive business growth and meet customer needs effectively.
IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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