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Position Description

POSITION TITLE:

Middleware Business Development Consultant, ANZ

DEPARTMENT:

Strategy and Market Development

REPORTING TO (TITLE ONLY):

Middleware Business Development Director, ANZ

GLOBAL JOB LEVEL:

IC2

POSITION EVALUATION DATE:

6 August 2010

POSITION SUMMARY
Briefly describe the position (ie. major purpose of the job, and the major purpose of the workforce reporting to
the job)

Develop potential new Oracle licence business opportunities to support inside sales and field
sales organisation (position aligned to sales territory in Australia)
Deliver a significant contribution to Oracles Middleware business across Australia and New
Zealand

KEY RESULT AREAS


Categorise the job into the major areas of responsibility.

Drive incremental Middleware licence revenue streams in assigned ANZ territory for the sales
organization to ensure 3.5x coverage
Execute various sales and marketing campaigns to generate accepted qualified opportunities for
Oracles sales organisation and partner community. Deliver accepted pipeline of no less than
US$975K per quarter
20% of accepted pipeline to result in minimum of US$780K won licence revenue during Oracles
financial year
Ability to manage select opportunities through to 40% win probability
Ensure a minimum of 3 hours per day of talk time
Undertake 40+ quality calls per day

Last Updated: 6 August 2010

Middleware Business Development Consultant

LEVEL OF AUTHORITY
Estimate the positions responsibility for spending, conserving money or operating budget.

Revenue responsibilities/sales targets:


Budget responsibilities/controllable expense limit:
Number of direct reports:
Number of indirect reports:

Min. US$975K pipeline value per qtr


N/A
N/A
N/A

KEY RELATIONSHIPS
Indicate the type and nature of contacts which this position requires,

Type of contact
Internal

Contact position
Alliances & Channels
Inside Sales
Business Development
Market Development
Field Sales
Field Marketing

External

Customers
Prospects
Partners

Nature of contact

POSITION REQUIREMENTS
Indicate the experience qualifications and competencies required to perform this position effectively.

EXPERIENCE

Strong written and verbal skills


Willingness to work in a fast-moving, dynamic and team-oriented environment
Attention to detail with the ability to handle multiple projects simultaneously
Ability to meet ambitious deadlines and deliver high-quality work on schedule
Preferred experience in customer service or phone based sales
Ability to persuasively articulate Oracles value proposition and differentiators
Understanding of the sales cycle

QUALIFICATIONS

Tertiary qualification preferred

Last Updated: 6 August 2010

Middleware Business Development Consultant

Last Updated: 6 August 2010

Middleware Business Development Consultant