Senior Account Manager (ASEAN)- Linux, Java & Open Source Software

Oracle Corporation Malaysia Sdn. Bhd.; Malaysia; On-site; MYR 350,000 - 550,000; Full time

Job summary

Oracle Corporation Malaysia Sdn. Bhd. seeks a Senior Account Manager (ASEAN) to drive new business for Oracle Java SE, Oracle Linux, and related OSS subscriptions.

You will manage the full sales lifecycle, position value to technical and executive stakeholders, and build senior-level relationships across ASEAN. The role requires a proven track record in enterprise software sales, strong knowledge of Linux and OSS licensing, and excellent communication with C-level executives.

Qualifications

• 10+ years enterprise software sales experience with strategic selling.
• Proven track record of consistently exceeding quotas.
• Experience selling enterprise software subscriptions.
• Strong understanding of Linux, OSS, licensing, and SAM.
• Experience with software governance, security, and modernization for govs.
• Experience in software license compliance selling.
• Excellent presentation, communication, negotiation, and relationship-building skills.
• Fluent English in written and spoken form.

Responsibilities

• Drive new business opportunities for Oracle Java SE, Oracle Linux, and Linux Virtualization subscriptions.
• Manage the complete sales lifecycle from prospecting to deal closure.
• Position Oracle's Java, Linux, and Open Source value to technical and executive stakeholders.
• Build trusted relationships across application owners, IT operations, and CIO-level sponsors.
• Develop and execute account plans to identify, qualify, and close opportunities.
• Maintain accurate pipeline management, forecasting, and progression.
• Collaborate with Sales, Solution Engineering, Customer Success, and Product teams to influence buying decisions.
• Develop customer-centric commercial solutions within Oracle processes.
• Manage enterprise customers across the ASEAN region.

Skills

Enterprise software sales

Strategic Selling

OSS/Open Source

Linux

Software licensing

SAM

C-level engagement

Stakeholder management

Negotiation

Forecasting

Presentation

English communication

Education

Bachelor's degree or equivalent

Job description

Senior Account Manager (ASEAN)- Linux, Java & Open Source Software

• Drive new business opportunities for Oracle Java SE, Oracle Linux, and Linux Virtualization subscriptions across enterprise and public sector customers.
• Manage the complete sales lifecycle-from prospecting and business development through solution positioning, commercial negotiations, and deal closure.
• Position Oracle's Java, Linux, and Open Source software value proposition to both technical stakeholders and executive decision-makers.
• Build trusted relationships with customer stakeholders ranging from application owners, infrastructure teams, IT operations, platform engineering, procurement, and software asset management teams through to CIOs, CTOs, CISOs, and executive sponsors.
• Develop and execute account plans to identify, qualify, and close new business opportunities.
• Maintain accurate pipeline management, forecasting, and opportunity progression.
• Collaborate with Oracle Sales, Solution Engineering, Customer Success, License Management Services, Product Management, and other internal stakeholders to influence customer buying decisions.
• Develop customer-centric commercial solutions while working within Oracle's processes and approval policies.
• Manage enterprise customers across the ASEAN region.

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Required Skills & Experience

• 10+ years of successful enterprise software sales experience utilizing Strategic Selling®, or similar enterprise sales methodologies.
• Proven track record of consistently exceeding enterprise software sales quotas is a must.
• Experience selling enterprise software subscriptions.
• Strong understanding of enterprise Linux, Open Source Software (OSS), enterprise software licensing, subscription business models, software compliance, and Software Asset Management (SAM).
• Experience engaging enterprise and government customers on software governance, licensing, security, and modernization initiatives.
• Experience in software license compliance selling is a must.
• Excellent presentation, communication, negotiation, and relationship-building skills, with the ability to engage stakeholders from technical teams through C-level executives.
• Strong collaboration skills with cross-functional regional and global teams.
• Self-motivated, results-oriented, customer-focused, and driven by a strong hunter mentality.
• Excellent written and verbal communication skills in English.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle's competitors. Travel may be needed. Bachelor degree or equivalent.