Sales & Marketing

Alumnus Matthew Dugan’15, Enterprise Account Manager at Oracle

Matthew graduated from UMass with a degree in Resource Economics. Matthew’s role at Oracle is as an Enterprise Account Manager, selling Business Intelligence, Data Analytics, and Big Data solutions to organizations ranging from $100M to about $20Billion in Annual revenue.  Matthew maintains customer relationships within these large organizations, consults with them on technological needs based on their roadmap and industry trends, and negotiates pricing for large complex sales cycles.  In addition to maintaining relationships with customers, he works with internal counterparts from different product lines to ensure that they are providing customers with the best solutions for their organization’s unique needs. 

During his time at UMass, Matthew worked as a Sales Associate for Valley Tent Rental, and as a Bookkeeper for Worthington Assembly, Inc.  He was also an IT intern for Amherst Media.  While at UMass, Matthew was a member of the Outing Club, the Economics Club and Pi Kappa Alpha fraternity.

About the Industry

Sales and Marketing are two distinct areas of business that compliment each other and are integrally connected.  Marketing has to do with all of the messaging that prepares the target audience for the sale.  This includes all types of messaging including advertising, PR, brand marketing, social media marketing and direct mail marketing.  Sales is more of an interpersonal interaction, which could come in the form of cold calling, one-on-one meetings and networking.  You are engaging the customer on a personal level, rather than from a distance.  Often, the prospect or potential customer has been driven to you via marketing campaigns.