Brian Deneroff

Industrial Manufacturing Cloud Enterprise Business Applications Executive @Oracle

Help Customers transition to Oracle’s Cloud business applications software/solutions and related services • Manage an Industry vertical territory through forecasting, account resource allocation, account strategy, and planning. • Develop solution proposals encompassing all aspects of Oracle’s Cloud application portfolio • Responsible for selling ERP, SCM, HCM and EPM solutions to over 300 net new customers in territory • Identify existing accounts that have the opportunity for upselling and moving from On Premise to Cloud • Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. • Identify and develop strategic alignment with Ultimate Decision Makers of an organization. • Manage all the contract negotiations, pricing, approvals, objection handling needed to close an opportunity • Leverage Executive Management on all Strategic deals when timing is right. • Manage a team of inside sales reps (ASE’s) to help them strategize, message, and focus on the right opportunities, promotions, and campaigns to leverage their effectiveness. • Manage the accountability of metrics of support sales team on a weekly basis. • Segment Territory to maximize the effectiveness of opportunities based on Company Size, Industry and current solutions • White Spacing of Accounts to effectively strategize on the most high valued opportunities by ranking • Strong background on competitive intelligence of Microsoft, Workday and SAP • Successful wins yearly over main competitors in Cloud Application space