Sr Manager of Fusion Applications (Greenfield)

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About the team
Regional Director - Oracle North American Fusion Applications
Greenfield Applications Sales
Oracle is seeking an experienced, results-driven Regional Director (RD) to lead a team of Application Sales Managers focused on developing net-new business across high-potential, underpenetrated territories.
This is a true greenfield sales leadership opportunity, requiring a proven hunter mentality and the ability to build pipeline, penetrate new accounts, establish executive relationships, and drive new Annual Recurring Revenue (ARR).
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.
Qualifications
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
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