Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle*s opportunities across all products and product lines.
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.
Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.
Overall responsibility for Middle East and Africa, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle Utilities’ opportunities across all products and product lines in the region listed above, providing structure to the business/team as well as driving growth and successful deal closure.
Detailed Description
· Builds, promotes and executes a sales strategy for Oracle Utilities in Middle East and Africa
· Manages a team of sales representatives including monitoring, developing (coaching), recruiting, hiring, and training new reps on the Oracle sales process.
· Acts as executive sponsor for existing customers to ensure the level of satisfaction and increases footprint of Oracle Utilities solutions.
· Sells and promotes the Oracle Utilities solutions to prospects including negotiating price, other concessions and terms and conditions of the sale.
· Participates in strategic and tactical planning for the division
· Builds working relationships with the other Oracle lines of businesses: license, consulting and education field managers in the respective territory to develop joint account plans.
· Develops and executes territory plans to maximize revenue.
· Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis.
· Manages escalation.
· Manages performance of sales representatives.
· Conducts weekly progress meetings with sales team and participate in weekly forecast calls with US based Oracle Utilities’ management team
· Directs and ensures the implementation of operational policies through the region
· Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy.
Requirements
· Experience of Oracle sales processes and systems is essential
· Experience managing a multi-national complex license sales team is essential (deals are large, sophisticated and with a drawn out sales cycle).
· Proven track record achieving team quotas and hands-on closing experience.
· Confident and experienced dealing with and closing large scale $multi-million complex software deals (C-level influencer) with major accounts
· A structured approach and excellent attention to detail is required
· Utilities sector knowledge is essential
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