Job based in
Johannesburg
Job Reference
VS/217312/W
MAIN TASKS AND RESPONSIBILITITES
To raise the profile of Oracle within companies in the assigned market sectors and win new ACS Services business, either directly or through partners growing Oracle's share of business
| SCOPE:
• Reports to MEA Senior Regional Sales Manager – • Has no direct reports, but leads the activities of virtual teams in support of customers
• Works in a designated industry on a defined customer list and cooperates with his other Oracle Account team.
• Works to identify and cover all organisations (including existing Oracle customers) that fall into their designated account list focusing on building a strong pipeline and closing opportunities in a timely fashion
• Works with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances
• Works with Customer Management (CM) and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts
• Works towards an allocated ACS Sales Revenue target
RESPONSIBILITIES:
• Winning new, up sell & Renew ACS sales revenue in line with targets
• Developing a strategy and ACS sales plan to address the designated account list
• Developing profiles of targeted accounts
• Driving the implementation of ACS sales and marketing campaigns
• Generating, maturing and following up on leads
• Marshalling internal and Partner resources to conduct campaigns
• Identifying and working with the appropriate people in Oracle and the Customer
• Developing, extending and maintaining relationships with the appropriate staff
• Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
• Working with, and influencing the activities of Oracle Partners as appropriate
• Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector
• Maintaining an understanding of competitive activity relevant to industry sector |
| |
| ACCOUNTABILITIES:
• Research and communicate current industry trends, drivers and potential
• Translate Oracle's ACS Strategy and Marketing Messages to the market
• Utilizes Oracle ACS Value Propositions and communicate the benefits of these to the market
• Design ACS sales campaigns and put teams and task forces together to deliver them
• Generate and manage bids teams
• Produce and communicates an accurate weekly forecast while maintaining the sales pipeline on Global Customer Management System (GCM)
• Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
• Establish and maintain contractual agreements between Oracle and the Customers
• Maintain contact with accounts throughout delivery implementation
• Maintaining an awareness of Partner Competence and capability
• Operate in line with Oracle's business processes and procedures
• Deliver and co-ordinate customer presentations and demonstrations
• Attend Industry and product forums
• Maintains the highest level of compliance with Oracle’s internal policies and business practices
KNOWLEDGE AND COMPETENCY REQUIREMENTS
Education / Qualifications
• Tertiary Qualification |
| |
| Experience / Technical / Professional knowledge
• At least 5 years of sales experience in the enterprise IT sector
• Understanding of the enterprise software market
• Experience in working with channel partners
• Willing to travel on frequent basis
• Minimum 3 years of successful direct sales experience with Public Sector customers in South Africa
• Minimum 3 years of target achievement working within the Public Sector
• Established senior account relationships (CEO, COO, CIO, IT head, VP levels) in the MRD industry in South Africa.
• Extensive knowledge of Public Sector industry knowledge
• Successfully sold solutions/technology to the Public Sector industry in South Africa
• Self starter, fast learner and hungry for knowledge and information
• Fully aware of technology trends, industry standards and terminology
• Team player
• Proven track record within the South African market |
As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
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