Java Sales Representative (Senior Enterprise) | Oracle - Stifons

Stifons Limited; Mumbai; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Oracle in India seeks a Senior Enterprise Java Sales Representative to drive growth in Enterprise Java Subscriptions and Oracle Linux. You will own new logo acquisition and expand the installed base across large enterprises, public sector, financial institutions, and ISVs, engaging senior technology and business stakeholders to articulate business value.

The role is highly strategic and hunter-oriented, requiring strong enterprise selling capabilities, compliance with Oracle sales methodologies,

Qualifications

• Enterprise software sales experience with a proven track record of exceeding targets.
• Experience selling software subscriptions, infrastructure software, Linux technologies, or cloud platforms.
• Demonstrated success managing complex, multi-stakeholder enterprise sales cycles.
• Strong understanding of Java ecosystems, Linux platforms, licensing, and enterprise infrastructure.
• Proven ability to engage with both technical and business stakeholders and translate capabilities into business value.

Responsibilities

• Drive revenue growth and new business acquisition for Enterprise Java Subscriptions and Oracle Linux.
• Identify and qualify net-new opportunities across enterprise, public sector, financial services, telecommunications, and manufacturing sectors.
• Expand Oracle's installed base through modernization, compliance, migration, and optimization initiatives.
• Develop strategic territory and account plans to maximize market penetration and revenue growth.
• Build and maintain a robust pipeline via prospecting, executive outreach, partner engagement, and demand-gen activities.
• Lead end-to-end sales cycles from qualification to closure, coordinating with technical, financial, procurement, and executive stakeholders.

Skills

Enterprise software sales

Subscriptions & licensing

Complex sales cycles

Business & technical acumen

Enterprise sales methodologies

Job description

Senior Enterprise Java Sales Representative

Company: Oracle

Career Level: IC4

Job Type: Full-Time

Location: Mumbai / Delhi, India

Experience: 12+ Years

Focus Areas: Enterprise Java Subscriptions & Oracle Linux

Role Overview

Oracle is seeking a highly motivated, customer-focused, and results-oriented Java Sales Representative to drive growth across Enterprise Java Subscriptions and Oracle Linux solutions within the India market. This role is responsible for acquiring new customers, expanding Oracle's installed base, and accelerating subscription adoption across large enterprises, government organizations, financial institutions, telecommunications providers, manufacturing companies, and Independent Software Vendors (ISVs). The successful candidate will engage with senior technology and business stakeholders—to help organizations modernize, secure, and optimize their mission-critical Java and Linux environments. This is a highly strategic, hunter-oriented sales role requiring strong enterprise selling capabilities, consultative engagement skills, and the ability to navigate complex sales cycles involving software licensing, compliance, modernization, cloud transformation, and infrastructure optimization initiatives.

Key Responsibilities

Drive Revenue Growth & New Business Acquisition

• Own and consistently achieve quarterly and annual bookings targets for Enterprise Java Subscriptions and Oracle Linux solutions within assigned territories and accounts.
• Identify, qualify, and develop net-new business opportunities across enterprise, public sector, banking, financial services, telecommunications, manufacturing, and software vendor segments.
• Drive expansion opportunities within Oracle's existing customer base through modernization, compliance, migration, and optimization initiatives.
• Develop and execute strategic territory and account plans to maximize market penetration and revenue growth.
• Build and maintain a robust pipeline through proactive prospecting, executive outreach, partner engagement, and demand-generation activities.

Manage Complex Enterprise Sales Cycles

• Lead the end-to-end sales process from prospecting and qualification through solution positioning, commercial negotiations, and contract closure.
• Engage stakeholders across technical, operational, financial, procurement, and executive buying centers.
• Position Oracle Java and Linux solutions around key business outcomes, including:
  • Enhanced security and compliance
  • Reduced operational and business risk
  • Application modernization
  • Infrastructure standardization and efficiency
  • Cost optimization and operational resilience
• Maintain accurate forecasting, pipeline visibility, and opportunity management using Oracle sales methodologies and tools.

Executive Customer Engagement

• Build trusted advisor relationships with CIOs, CTOs, CISOs, Enterprise Architects, Infrastructure Leaders, and senior business executives.
• Deliver compelling business value propositions, executive briefings, and strategic presentations.
• Understand customer business objectives and align Oracle solutions to measurable business outcomes and digital transformation initiatives.

Cross-Functional Collaboration

• Partner closely with OCI, Linux, License Management Services (LMS), Consulting, Customer Success, Education, and Product Management teams to develop and execute account strategies.
• Collaborate with channel partners, system integrators, and strategic alliances to expand market reach and accelerate revenue growth.
• Leverage Oracle's ecosystem and internal resources to overcome barriers and ensure successful customer outcomes.

Required Qualifications

• Enterprise Software Sales Experience – 12+ years of successful enterprise software sales experience with a proven track record of consistently exceeding revenue targets.
• Experience selling software subscriptions, infrastructure software, middleware, cloud platforms, Linux technologies, virtualization solutions, or enterprise software licensing solutions.
• Demonstrated success managing complex, multi-stakeholder enterprise sales cycles.
• Business & Technical Acumen – Strong understanding of Java ecosystems, Linux platforms, software licensing, software asset management (SAM), open-source technologies, or enterprise infrastructure environments. Ability to engage credibly with both technical and business audiences. Experience translating technical capabilities into business value, ROI, risk mitigation, and strategic outcomes.
• Sales Competencies – Strong hunter mentality with demonstrated success in new logo acquisition and business development. Exceptional prospecting, qualification, negotiation, and closing skills. Experience leveraging enterprise sales methodologies such as MEDDPICC, Challenger, Miller Heiman, SPIN Selling, or equivalent frameworks. Excellent executive communication, presentation, and stakeholder management capabilities. Self-driven, resilient, highly collaborative, and comfortable operating in a fast-paced, growth-oriented environment.

Preferred Qualifications

• Experience selling Java, Linux, cloud infrastructure, virtualization, security, compliance, or related enterprise technology solutions.
• Knowledge of Oracle technologies, including Java, Oracle Linux, Oracle Cloud Infrastructure (OCI), Middleware, and adjacent infrastructure offerings.
• Experience supporting software compliance, software asset management (SAM), or license optimization engagements.
• Strong understanding of the Indian enterprise landscape, including large enterprises, public sector organizations, Global Capability Centers (GCCs), and digital-native businesses.
• Consistent history of quota over-achievement and top sales performance.