Sr Manager of Fusion Applications (Greenfield)

Job Description

The Regional Director will lead a team of approximately nine sales professionals responsible for positioning Oracle's Fusion Cloud Applications and Global Industry Unit (GIU) solutions across Financial Services, Communications, Media & Entertainment, Utilities, and Construction & Engineering.

The ideal candidate is a hands-on sales leader who understands complex enterprise application sales, can effectively manage a team of new-business hunters, and knows how to navigate sophisticated sales cycles. Success requires strong territory planning, pipeline generation, sales governance, executive alignment, and the ability to remove roadblocks to help the team close business.

Key Responsibilities

Greenfield Sales Strategy & New Business Development

• Lead a team focused on acquiring net-new customers and developing previously untapped accounts.

• Build and execute greenfield territory strategies to identify high-potential prospects and create new revenue opportunities.

• Drive demand generation, outbound prospecting, and pipeline development across assigned industries.

• Establish disciplined territory planning and account prioritization to maximize market penetration.

• Develop and execute strategic business development initiatives to increase Oracle's presence in targeted markets.

• Consistently deliver against revenue and ARR targets.

Sales Leadership & Team Performance

• Directly manage, coach, and develop a team of approximately nine quota-carrying sales professionals.

• Build a high-performance, hunter-oriented sales culture focused on accountability, execution, and results.

• Establish clear expectations around prospecting, pipeline creation, opportunity progression, and quota attainment.

• Assess individual and team performance, identify gaps, and implement strategies to improve productivity.

• Understand what motivates individual team members and adapt coaching and leadership approaches accordingly.

• Prioritize leadership involvement in high-impact opportunities and remove obstacles that prevent the team from succeeding.

Sales Execution, Forecasting & Governance

• Provide hands-on leadership throughout complex enterprise sales cycles, from initial prospecting through negotiation and close.

• Maintain strong sales governance, including pipeline inspection, deal reviews, forecasting accuracy, and opportunity management.

• Ensure consistent execution of sales methodologies, qualification standards, and territory plans.

• Partner with sales executives and internal stakeholders to accelerate opportunities and resolve customer challenges.

• Identify risks early, establish clear action plans, and maintain accountability for execution.

• Drive a culture of urgency, ownership, and follow-through.

Executive Engagement & Cross-Functional Collaboration

• Build and maintain relationships with C-level executives and key line-of-business decision-makers.

• Support sales teams in establishing executive alignment and navigating complex organizational structures.

• Collaborate across Oracle's sales leadership, solution engineering, product, industry, and other internal organizations.

• Leverage Oracle's resources and executive relationships to strengthen competitive positioning and advance opportunities.

• Articulate the business value of Oracle's unified, multi-pillar cloud applications portfolio.

• Develop trusted customer relationships by understanding business priorities and positioning solutions that deliver measurable outcomes.

Oracle Applications Portfolio

The Regional Director will lead sales efforts across Oracle's Fusion Cloud Applications and relevant Global Industry Unit solutions, including:

• ERP: Enterprise Resource Planning, including financial management, procurement, and project management.

• EPM: Enterprise Performance Management, including financial planning, reporting, and performance optimization.

• SCM: Supply Chain Management, including supply chain planning, procurement, logistics, and operations.

• HCM: Human Capital Management, including core HR, talent management, payroll, and workforce planning.

• CX: Customer Experience solutions supporting sales, service, and customer engagement.

• GIU: Industry-specific cloud applications and solutions supporting targeted vertical markets.

The Regional Director must understand how to position Oracle's broader applications portfolio against competitors and communicate the business value of an integrated enterprise cloud platform.

Responsibilities

Required Qualifications

• Proven experience leading enterprise software or SaaS sales teams with responsibility for revenue growth and quota attainment.

• Demonstrated success driving net-new logo acquisition, greenfield territory development, and new-business sales.

• Strong track record of achieving or exceeding annual sales targets.

• Experience managing, coaching, and developing quota-carrying sales professionals.

• Ability to lead complex enterprise sales cycles involving multiple stakeholders, C-level executives, and line-of-business decision-makers.

• Strong understanding of pipeline generation, territory planning, sales forecasting, deal governance, and sales execution.

• Demonstrated ability to improve team performance, remove roadblocks, and accelerate complex opportunities.

• Strong executive presence, communication, negotiation, and closing skills.

• Ability to collaborate effectively across large, matrixed organizations.

• Bachelor's degree or equivalent experience.

• Willingness to travel as business needs require.

Preferred Qualifications

• Direct sales or sales leadership experience with ERP, EPM, SCM, HCM, CX, or other complex enterprise cloud applications.

• Knowledge of Oracle Fusion Applications, Oracle GIU solutions, and Oracle's competitive landscape.

• Previous experience working within Oracle or navigating a similarly complex enterprise software organization.

• Experience selling into Financial Services, Communications, Media & Entertainment, Utilities, or Construction & Engineering.

• Demonstrated success building new territories rather than primarily managing established customer accounts.

• Experience leading teams responsible for large, strategic enterprise opportunities.

What Success Looks Like

The successful Regional Director will be a highly engaged, execution-oriented sales leader who can:

• Build a consistent, qualified pipeline of net-new enterprise opportunities.

• Develop a team of effective new-business hunters.

• Establish disciplined territory planning and sales governance.

• Drive executive engagement and alignment on strategic opportunities.

• Remove obstacles and mobilize internal resources to help the team win.

• Improve forecasting accuracy, sales productivity, and opportunity conversion.

• Consistently achieve or exceed assigned ARR and revenue targets.

This role requires a leader who does more than manage forecasts. It requires someone who can create opportunities, coach sellers, influence executives, drive accountability, and get things done .

Disclaimer:

Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $136,700 to $243,800 per annum. May be eligible for equity and compensation deferral. Eligible for commission with an estimated pay mix of 45/55.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:

1. Medical, dental, and vision insurance, including expert medical opinion

2. Short term disability and long term disability

3. Life insurance and AD&D

4. Supplemental life insurance (Employee/Spouse/Child)

5. Health care and dependent care Flexible Spending Accounts

6. Pre-tax commuter and parking benefits

7. 401(k) Savings and Investment Plan with company match

8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

9. 11 paid holidays

10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

11. Paid parental leave

12. Adoption assistance

13. Employee Stock Purchase Plan

14. Financial planning and group legal

15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

As part of Oracle's onboarding process and consistent with applicable law, US-based employees are required to complete identity verification, which involves the collection and processing of their biometric information. Accommodations to this requirement may be granted following an individualized assessment.

About Us

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And 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.

True innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

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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.