It Tutor: Networking, Cloud & Cybersecurity

New Zealand Government; Wellington; On-site; NZD 140,000 - 220,000; Full time

Job summary

Oracle in Wellington seeks a Senior Account Manager for Fusion Cloud Applications to lead complex SaaS sales with New Zealand Central Government customers. You will establish senior relationships, plan strategic account moves, and drive end-to-end sales leveraging Pre-Sales, Consulting, and Partners.

Deep knowledge of NZ procurement and strong ROI storytelling are essential. You will define value propositions across ERP, EPM, SCM, HCM and CX, push campaigns, forecast revenue, and consistently

Qualifications

• Minimum 5 years in complex software/SaaS sales targeting public sector stakeholders.
• Proven track record of meeting or exceeding sales targets and managing senior relationships.
• Deep knowledge of NZ Central Government procurement and decision processes.
• Experience selling to NZ Central Government and existing senior relationships.

Responsibilities

• Establish deep relationships with key personnel in assigned customers and prospects.
• Lead account planning, strategy, targets and milestones.
• Manage end-to-end sales with Pre-Sales, Consulting and Partners.
• Define ERP, EPM, SCM, HCM and CX value propositions and drive campaigns.
• Position Oracle offerings to address customer pain points and ROI.
• Forecast quarterly revenue and hit targets while building long-term value.

Skills

Account management

SaaS sales

Public sector

C-level engagement

ERP/CRM knowledge

Forecasting

Job description

Senior Account Manager - Fusion Cloud Applications (New Zealand Central Government - Wellington)

Wellington Oracle

Job Description

What You'll Do

• Establish professional and deep relationships with key personnel in assigned customers and prospects
• Lead account planning - account strategy, financial targets, and critical milestones
• Lead and manage the end-to-end sales process through engagement of appropriate Pre-Sales, Consulting and Partner resources
• Define appropriate ERP, EPM & SCM, HCM and CX value propositions and drive the implementation and execution of sales and marketing campaigns
• Understand the competitive landscape and customer needs, to effectively position Oracle ERP, EPM, SCM, HCM, and CX Cloud offerings
• Pipeline development through a combination of phone calls, email campaigns and market sector knowledge/intelligence
• Build and maintain a sales pipeline to hit and surpass goals consistently
• Engage with prospects to position Oracle solutions through strategic value-based selling, business case definition, ROI analysis, references and analyst data
• Generate short-term results whilst maintaining a long-term perspective to improve overall revenue generation
• Accurately forecast quarterly and deliver revenue

What You'll Bring

• Demonstrated 5 years tenure (verifiable) in complex software and/or SaaS sales roles, or in a similar capacity engaging senior Public Sector stakeholders, ideally including the CFO and CHRO
• Demonstrable track record of overachievement against sales targets
• A deep knowledge of New Zealand Central Government, including how ministries, agencies and departments procure, the various decision‑making processes, who the key people are, and the key opportunities and trends that will drive revenue for Oracle
• Experience selling to New Zealand Central Government
• Existing senior relationships in New Zealand Central Government
• Be a self‑starter with a proven track record of generating new business from cold and managing the sales engagement through to close. Ideally this is within New Zealand Central Government
• Demonstrable experience managing highly complex, competitive sales engagements, and highly complex customers
• Experience working within highly complex environments
• Ability to clearly articulate a value proposition in a manner that addresses a customer's pain points
• Ability to develop a deep knowledge of customer's business and discuss issues from multiple angles
• Ability to engage customers at all levels from the C-level down to business users
• Ability to understand complex public sector decision‑making processes and have the ability to influence key decision makers
• C-level verbal and written communication and presentation skills

Life at Oracle and Equal Opportunity

Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more.

We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.

At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles to perform crucial job functions.

That's why we're committed to creating a workforce where all individuals can do their best work. It's when everyone's voice is heard and valued that we're inspired to go beyond what's been done before.

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 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.

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.

Job Summary

Develop and execute a strategic New Zealand ecosystem business plan that shifts partner focus from standalone projects to deep multi‑product platformization across all target verticals. You will drive all aspects of key partner relationships to maximize growth in emerging segments to help ensure that partners are positioned as strategic advisors for successful customer implementations.

• Develop and lead joint business planning and co‑sell motions with top MSSPs, VARs, GSIs Cloud Service Providers and Strategic Alliance partners to accelerate net‑new pipeline and achieve incremental revenue goals.
• Pipeline & Sales Excellence: Proactively drive pipeline generation through standardized deal coaching frameworks, utilizing MEDDIC, Partner Strategy Reviews (PSRs), Quarterly Business Reviews and Opportunity Reviews.
• Platformization Value Proposition: Design and deliver a compelling value proposition that motivates partners to move beyond reactive sales to strategic platform adoption.
• Stakeholder Management: Operate seamlessly within a highly matrixed environment, influencing virtual teams and leading executive‑level engagement (EORs) with country leadership.
• New Zealand Market Leadership: Lead efforts to capture whitespace accounts and scale within key NZ verticals including BFSI, Healthcare, Public Sector and Education, while driving local innovation initiatives.
• Cultural Integration: Foster a collaborative internal and external culture by anchoring core values in New Zealand traditions such as Whakawhanaungatanga (deep connection) and Manaakitanga (mutual uplift) to drive collective wins.
• Operational Excellence: Maintain rigorous performance reporting and activity dashboards, ensuring all partner business plans have validated paths to exceed quota.

Qualifications

• Ecosystem Expertise: Extensive experience in Channel Management or Business Development within the New Zealand enterprise software and/or cybersecurity industry.
• Strategic Track Record: Proven success in Ecosystem Business Management, with a focus on delivering high‑growth revenue targets through strategic partner alliances.
• Technical & Domain Depth: Strong background in cybersecurity; specific experience in Cloud, SecOps, or AI Security is not mandatory, but highly desirable to lead the NZ AI security market scale.
• Sales Methodology: Expert‑level understanding of channel operating models and advanced sales frameworks (e.g., MEDDIC) to lead complex negotiations and conflict resolution.
• Executive Presence: Exceptional communication and presentation skills, with the ability to provide "C-suite air cover" during active negotiations for strategic multi‑year business plans and platform agreements.
• Initiative & Innovation: Ability to think creatively and act as a force multiplier for the NZ business, driving portfolio expansion and technical excellence across the partner base.

Our Commitment

• We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.
• We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at .
• Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.
• All your information will be kept confidential according to EEO guidelines.
• Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.