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.
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.
Desired Skills and Experience
Experience managing a multi-national complex license sales team is essential (deals are large, sophisticated and with a drawn out sales cycle).
Utilities sector knowledge is essential
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
Experience of Oracle sales processes and systems is essential
A structured approach and excellent attention to detail is required
You need not apply if you do not meet these 2 requirements above (experience managing software sales team and Utilities industry sector knowledge)
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