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Consulting Sales Rep 5

Full Time


Reston VA 20190 USA

Posted 12/02/2022

Job Descriptionback to top

Oracle Cloud Consulting Sales Representative - Consulting Services Sales Rep 5
The Oracle National Security Group is seeking a Consulting Sales Manager to lead a segment of Oracle’s Department of Defense and Intelligence Community services business. This role requires consulting sales experience and an active CLEARANCE REQUIREMENT:  SECRET / TS-SCI preferred . Ideal candidate will have extensive experience working across the U.S. DoD.
The job is to sell consulting services to the U.S. Intelligence Community and the Department of Defense.  Specifically focusing on IaaS and PaaS covering all cloud technology areas such as moving Database & Apps workloads to the cloud, moving Oracle Apps workloads to the cloud, BI Analytics Cloud, Security Cloud, Autonomous Data Warehouse and Transactional Database Cloud and Integration Cloud.  It is expected the successful candidate will demonstrate an ability to understand a particular sector and the typical client business challenges and goals across that sector.  


Work Experience:


  • Expected to have carried and be paid variable comp on a personal (not group) quota attainment.
  • At least 5 years successfully carrying a Consulting Services Quota between $3M-6M a year.

Direct Sales Experience

  • Minimum of 8–12+ years’ experience working in a direct field sales role
  • Experience in successfully selling into the U.S. Intelligence Community and/or Department of Defense
  • Experience Selling Consulting Services, preferably Cloud consulting solutions and/or Solution Selling
  • Knowledge of Oracle technology product or equivalent
  • Experience negotiating complex contracts (T&E, FFP & FFP LOE)

Practical Sales Knowledge & Experience

Candidate must demonstrate that they understand and practice the following traits:

  • Territory Management & account planning
  • Ability to segment a market/territory
  • Ability to define sales & demand generation strategies in each of the target market segments
  • Ability to prospect to generate leads in each of the market segments
  • In-depth knowledge of driving the entire sales cycle, including:
    • Ability to qualify a customer and opportunity
    • Ability to assemble and leverage the pursuit team while keeping control of the deal
    • Ability orchestrates discovery meetings and link solutions to customer pain points (Consultative Selling / Value Selling)
    • Ability to structure a winning presentation /proposals  
    • Ability to manage to a close plan
    • Ability to forecast accurate numbers
    • Ability to negotiate contract’s terms

Practical knowledge of positioning and selling Projects versus Staff Aug deals

  • Someone who has primarily positioned and sold project work.
  • Must demonstrate understanding of Staff Aug versus Project work
  • Must demonstrate experience selling complex, multi-pillar sales solutions
  • Must understand of project implementation methodologies

Motivational Traits:

  • Relationship-building skills
  • Self-motivation
  • Results oriented
  • Entrepreneurial
  • High energy
  • Confident
  • Integrity

 Interpersonal Skills & Abilities:

  • Excellent communication skills
  • C-Level interactions in current role
  • Negotiation & objection handling skills
  • Influencing skills
  • Strong presentation skills
  • Credible
  • Leadership & “quarterback” skills

Education: Preferred Degrees:  Computer Science, Business; Engineering or equivalent four-year degree

Geography:  Preferred Reston, VA but may consider other U.S. based locations



Job Detailsback to top

Location Reston, VA, 20190, United States
Categories Computer Software, Computer Hardware, Sales, BD & Marketing, Information Technology
Sec Clearances Top Secret/SCI with Full-scope Polygraph, Top Secret/SCI with CI Polygraph, Top Secret/SCI, Top Secret (TS), Secret

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Contact Informationback to top

Contact Name Gene Sharp
How to apply A resume is required to apply to this job. Applications are sent to employer via email. Click on the link below and follow instructions.
Apply Click Here (apply to job)
Primary Phone 17179919331
Job Code 178410

Consulting Sales Rep 5

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