Oracle Major Accounts Manager - Hospitality in Singapore, Singapore

Major Accounts Manager - Hospitality

Preferred Qualifications


  1. Major Accounts Manager is responsible for sellingOracle Hospitality’s enterprise application software and related servicesto and growing Oracle Hospitality revenues associated with existingaccounts in a defined territory, whilst maintaining successfulrelationships

  2. The job represents a balanced customer relationshipmanagement effort involving sales and account management skills, productknowledge/problem-solving/solution skills, and direction of all other andnecessary Oracle specialized resources assigned to the Major Accounts

  3. The role is also responsible for the assigned accounts’sales and customer satisfaction, achieving the sales quotas, contributingto regular sales and team meetings, and achieving the financial targetsand other business objectives


  • Sell Oracle Hospitality business applicationssoftware/solutions and related services to and maintain relationship withexisting accounts.

  • Manage sales through forecasting, account strategy,planning and post closure customer support. Develop solution proposalsencompassing all aspects of the application.

  • Generate and achieve quarterly territory forecasts andpipeline requirements; accurately predict revenue monthly.

  • Work with clients to develop long term partnership toensure they remain successful by realizing the full value of theirinvestment with us to ensure client continues/renews contract with Oracle,and to minimize cancellations

  • Participate in the development, presentation and salesof a value proposition. Negotiate pricing and contractual agreementto close the sale. Identify and develop strategic alignment with keythird party influencers.

  • Is chartered to facilitate and own the overall accountand opportunity planning process and its execution for the Major Account.Is also responsible for the Oracle communication inside our globalorganization and across other organizations and lines of business withinthe Major Account.

  • Develop deep customer knowledge and influence throughforging executive relationships across all Oracle lines of business,increasing Oracle’s reputation as a proven partner, increasing customersatisfaction and Oracle revenues and footprint within the Major Account.

  • Demonstrate extensive knowledge of Oracle’s productsand services relative to the competition and be able to creatively applythis knowledge to gain sales advantage for Oracle.


  • History and track record of achievement of revenueobjectives.

  • Demonstrated ability to develop and implementbusiness/account plans.

  • Demonstrated ability to work with accounts’ seniormanagement and across functions within customer organizations to gaincommitment, obtain resources and achieve desired results.

  • BS or BA degree in Business/Commerce/IT, or higher.

  • Minimum of 7-10 years field sales and accountrelationship management experience with major accounts.

  • Previous experience working in the Hospitality Industryat a management level OR experience in selling IT solutions within theHospitality/Travel industry highly desirable.

  • Strong team building skills and ability to resolveconflict situations.

  • Highly developed selling, customer relations andnegotiation skills.

  • Ability to penetrate accounts and meet withstakeholders within accounts.

  • Have and maintain a current in-depth knowledge of thestate of the hospitality technology market, solutions, industry,competition and environment in the assigned region.

  • Experience in working with diverse team of people withvarious professional and cultural backgrounds.

  • Ability to travel and be flexible with time.


  • Outstanding communication, negotiation and presentationskills.

  • Excellent team player with strong interpersonal skills.

  • Frequently initiates and pursues professionalrelationships. Works well with others in achieving goals and buildingproductive relationships. Capability to liaise with and influence variousinternal and external stakeholders at different levels in theorganisation.

  • Works collaboratively with customers to determine theirneeds and identify appropriate solutions. Ensures that customers anddecision makers are influenced.

  • Pursues achievement of goals with energy andenthusiasm. Seeks new experiences and challenges.

  • Is aware of personal strengths and weaknesses and seeksself-improvement. Remains determined in the face of obstacles or pressure.

  • Job duties are varied and complex, needing independentjudgment. May have project lead role.

  • Ability to build and demonstrate a deep understandingof customer and partner business strategies, keep up to date withtechnological and industry trends.

  • Display proactive thinking abilities and utilise thisto create new opportunities.

  • Display strong tenacity, creativity and drive to seethings through to successful conclusion.

  • Ability to participate in multiple activitiessimultaneously and manage a wide variety of tasks with priorities andgoals.

  • Demonstrate a sense of urgency, a propensity foraction, and confidence in the likely success of plans and initiatives.

  • Deliver results that meet and exceed beyondexpectations

Detailed Description and Job Requirements

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle

  • s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.

Job: Sales

Location: SG-Singapore

Job Type: Regular Employee Hire

Organization: Oracle