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About the Role
This role focuses on understanding customer context, identifying relevant opportunities, and ensuring pipeline alignment with business needs. It moves away from a traditional SDR model towards a commercially focused approach to early-stage engagement, prioritizing pipeline quality over quantity. The role builds a strong foundation in stakeholder engagement, discovery, and commercial thinking, with a clear pathway into broader sales roles.
Responsibilities
- Generate ICP-aligned pipeline through targeted account engagement
- Analyze customer needs, business context, and priorities to identify opportunities
- Conduct structured discovery and qualification conversations
- Execute multi-channel outreach strategies tailored to accounts
- Engage multiple stakeholders across functions
- Maintain a strong understanding of Oracle solutions and value propositions
- Maintain accurate pipeline data within Oracle systems and tools
- Collaborate closely with Sales and Marketing to align pipeline
- Prioritize accounts and activities to maximize effectiveness
- Deliver against defined pipeline creation, quality, and conversion targets
- Acts as primary liaison between Consulting, Sales, and Oracle Development for the product's sales opportunities
- Generates business opportunities through prospecting mass market programs and leveraging third party partners
- Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product
- Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection
- Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities
- Assists in articulating product message, coordinates technical resources and hands off deals to a successful close
Requirements
- Relevant Sales/Business Development experience
- Strong communication skills
- Ability to work in a fast-paced environment
Skills
- Commercial awareness
- Stakeholder engagement
- Communication
- Execution discipline
- Collaboration
Experience Level
- IC2
Benefits
- Flexible medical, life insurance, and retirement options
- Volunteer programs
About the Company
- Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care.
- With AI embedded across our products and services, we help customers turn that promise into a better future for all.
- Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.
Equal Opportunity
- 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.