Pros
• Location of the office : Malaga, Spain, in my case • Work–life balance • International environment • Access to many trainings • Annual budget for language courses • Capacity to move internally • Salary packages • Huge installed base that helps to find new opportunities and close new deals
Cons
• Very political and individualistic company • Processes, bureaucracy, slow and ineffective internal tools • Pyramidal and military organisation • Sales achievement : competitive packages with a split 60 (base salary) / 40 (commission) or 50 / 50. But in Malaga, a small percentage of the sales reps reach their quota. For example in Malaga, in a team of 20 account managers, 2 reps reached their target. So the 18 others are very bad sales rep or Oracle sets very ambitious compensation plan (or hire to many sales rep to cover a market) ? • Compensation - Internal negotiation to be compensated on the deals you should be compensated. I was negotiating 8 months to be compensated on a deal. • Territory Management > an account could be in the territory of 2 sales reps, your sales territory change almost every year > how to have results ? • Organisation and strategy change every fiscal year > so how to have results ? For example, I reported to 6 managers in 5,5 years... • No respect for the customers, licensing audits destroyed the relationship with main of the French customers • French customers don't want to start new projets with our products, because they are tired of the bad relationship, the complexity of our products, our licensing, the bureaucracy, our high pricing, etc.