Sales Director - Oracle IDM Specialist

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POST DATE 9/2/2016
END DATE 12/19/2016

Confidential Company Phoenix, AZ

Phoenix, AZ
AJE Ref #
Job Classification
Full Time
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To work with Oraclesales representatives to enable Oracle IDM "product license sale" and thereby implementation services. Engage and orchestrate entire presales cycle - including demos, POCs, solution blueprinting, proposals, negotiation and legal paperwork.

IDEAL CANDIDATE: Someone with hands-on knowledge on OIM and OAM technical architecture (databasesecurity ) and an engineering background and can discuss the technical architecture/aspects of the product to the customers.


1) Establish rapport and credibility with Oracle IDM sales, thereby generate leads

2) Engage with end prospects to identify and build case for identity management, including ROI

3) Ability to pitch Oracle IDM products

4) Facilitate demos and POCs, identify use cases

5) Build and present services proposals to meet/exceed prospect expectations

6) Experience in closing SOWs and MSAs is a plus, interface with procurement and legal teams

8) Experience in working with offshore teams

9) Plan and forecast new business, follow guidelines and maintain discipline for forecasting $$

10) Inform delivery team of key new developments and market traction. Territory analyses and recommend changes to pricing, positioning etc Identify implementation accelerators and differentiators

11) Monitor competition


Looking for a seasoned Oracle Identity professional either in sales or technical sales who has experience working with the Oracle Consulting practices of the Top 5 Partners (Accenture, Deloitte, PwC, E&Y, and KPMG) as well as working with Oracle directly to build the following:

- Creating Sales Training Content both in writing, guides, playbooks, video demos, and sales scripts
- Performing Sales Training to Oracle and Partners both on the Sales Enablement and Technical Sales Enablement
- Responsible for building API Sales Pipeline across the world
- Work closely with Oracle Alliances and Enablement
- Generate API License sales from partners, assigning partner quotas, coordinating technical and sales support to the Partner

Successful Candidate will have knowledge in the following in regards to Oracle Identity:
- Mobile
- Social
- IoT
- Analytics/Big Data
- Cloud

Successful Candidate will have knowledge in understanding how Oracle Identity is critical to Digital Transformation with a focus on:
- API Gateways
- Oauth
- Fine Grain Policy Management

Successful candidate would possess:
- 5 years of selling Oracle2-3 years of selling consulting SOWs
- Experience at an existing Oracle SI Partner
- Ability to speak to large groups
- Ability to perform technical demos
- Ability to perform workshops and security assessments


1) 5+ years of experience in IDM domain (Oracle) and associated technologies

2) Good understanding of market trends in security domain and product vendors

3) Functional understanding of Oracle IDM suite including OIM, OAM, OAAM, OIA, OES, OAG, OVD, OID and Databasesecurity

4) Understanding of common integrations such as OAM + EBS. OIM + AD e

5) Experience in architecting high level IDM solutions

6) Understanding of compliance requirements - including SOX, HIPAA, PCI

7) Salesforce CRM

8) Microsoft office suite, Microsoft VISIO, Microsoft project


Customer Service, Meeting Sales Goals, Closing Skills, Territory Management, Prospecting Skills, Negotiation, Self-Confidence, Product Knowledge, Presentation Skills, Client Relationships, Motivation for Sales.