Job Title: Technology Sales Representative III
Job Reference: IRC2117555
Location: Nigeria, Lagos
Company: Oracle Corporation
Organization Name Discretionary Job Title: Territory Sales Representative
MAIN TASKS AND RESPONSIBILITITES
To raise the profile of Oracle within companies in the assigned market sectors and win new business, either directly or through partners growing Oracle's share of business in the Industry Sectors. The job involves selling the complete Oracle stack from Hardware to Software.
SCOPE:
• Reports to Manager – Transition countries
• 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 Tech/ Applications & Hardware Sales Representative counterpart
• Works to identify and cover all organisations (including existing Oracle customers) that fall into their designated account list focusing on building a stong 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 Pre Sales, Marketing, OracleDirect and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts
• Works towards an allocated Licence Sales Revenue target
RESPONSIBILITIES:
• Winning new and upsell licence sales revenue in line with targets
• Developing a strategy and sales plan to address the designated account list
• Developing profiles of targeted accounts
• Driving the implementation of 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 awareness of Oracle's current and future technology products and services
• Maintaining an understanding of competitive activity relevant to industry sector
ACCOUNTABILITIES:
• Research and communicate current industry trends, drivers and potential
• Translate Oracle's Strategy and Marketing Messages to the market
• Utlizes Oracle Value Propositions and communicate the benefits of these to the market
• Design 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 Oracle Sales Online (OSO)
• 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 project 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 Graduation/ MBA
Experience / Technical / Professional knowledge
• At least 5-8 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 5 years of successful direct sales experience with top INDUSTRY customers in (Country)
• Minimum 5 years of target achievement working within the ? industry
• Established senior account relationships (CEO, COO, CIO, IT head, VP levels) in the ? industry in (Country)
• Extensive knowledge of ? industry
• Knowledge of Oracle technology/APPS product set would be an advantage
• 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 (Country) market
• Fluency in English, and French essential
Brief Description: Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Detailed Description: Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.
Job Requirements: Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience including technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.
Additional Details: 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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