Context
Oracle’s Uzbekistan territory included enterprise and public-sector organizations buying databases, business intelligence, middleware, infrastructure and cloud services. Opportunities involved customer executives, procurement, technical teams and delivery partners.
Objective
Develop the territory through sustained account relationships and turn complex technology requirements into commercial agreements.
My responsibility
I owned territory and account planning, executive relationships, pipeline and forecasting, and partner coverage. I was based in Moscow with responsibility for Uzbekistan.
Decisions & actions
- Built multi-year territory and account plans and developed executive relationships.
- Coordinated customers, partners, field sales, presales, legal, procurement, delivery and leadership around live opportunities.
- Worked with Oracle Marketing on market-development funding for distributors and partners.
- Helped orchestrate a country-wide public-sector infrastructure project in 2021.
Outcome
Exceeded sales quota in multiple consecutive years. Coordinated cross-functional deal teams of up to 20 people through influence and shared commercial objectives.
Where this experience applies
Strategic account ownership, partner-supported enterprise selling and the coordination needed to move a complex buying group toward an agreement.