Technology Sales Representative IV at Oracle Corporation

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Job Title: Technology Sales Representative IV

Job Reference: IRC2135761  

Location: Lagos, Nigeria

Company: Oracle Corporation

Discretionary Job Title: ISV/OEM Technology Sales Representative, West Africa

JOB DESCRIPTION:

We are currently seeking an ISV/OEM Technology Sales Representative in order to: – Raise the profile of Oracle in the Independent Software Vendor (ISV) and Original Equipment Manufacturer (OEM) market – Grow up Oracle's indirect business and application as a service market share by achieving new design wins and bringing new revenue through those design wins.

With a Design win we mean that a partner has designed Oracle Technology into a solution that is resold or offered to the end-users.

You will work with the complete stack of Oracle Technology, Java Products and Engineered Systems. You will target only partners that bundle those products with their applications, systems or devices, sold as a turnkey solution or provided as a service to the end users.

Primary job duty is to sell technology software products and engineered systems 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. Negotiate technology adaption and license use agreements. Builds and expands business partner revenue and self-sufficiency.

Reporting to the ISV/OEM Regional Sales Director

SCOPE:

•     Single contributor but leads the activities of virtual teams in sales and support processes

•     Works in an assigned territory

•     Works to identify all prospects for "new design wins" (including existing Oracle customers under Distribution or Hosting Agreements)

•     Works with appropriate Oracle Partners on indirect contracts through the local Oracle Technology Sales Business Unit and Alliance & Channels teams

•     Works with appropriate Oracle Partners on ISV Agreements through the local Oracle Technology Sales Business Unit and Alliance & Channels Team

•     Works towards a mix of targets;

•     License Sales Revenue from existing distribution and hosting partners/customers

•     License Sales Revenue from "new design win" partners/customers

RESPONSIBILITIES & ACCOUNTABILITIES:

•     Winning new design wins and generating new revenues in line with given targets

•     Developing a strategy and sales plan for the given territory

•     Driving the implementation of sales and marketing campaigns

•     Lining up Oracle and Partner resources to conduct campaigns and sales projects

•     Developing, extending and maintaining strategic relationships with customer's Top Executives

•     Teaming Up with Java Team sharing sales strategies and sales efforts

•     Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle

•     Working with, and influencing the activities of Oracle Partners

•     Maintaining an understanding of Oracle's strategic direction in the reselling and hosting market

•     Maintaining an awareness of Oracle's current and future technology products and services

•     Maintaining an understanding of competitive activity relevant to ISV sales and hosting market

•     Translate Oracle's Strategy and Marketing Messages to the market

•     Produce an accurate forecast and pipeline through assigned tools and processes

•     Build and maintain effective relationships with other Oracle LOBs and ISV/OEM resources to ensure resources are made available as and when required

•     Maintaining an awareness of Partner Competence and capability

•     Deliver and co-ordinate customer presentations and demonstrations

REQUIREMENTS / QUALIFICATIONS: "Must have/be"

•     Experience with sales to or through partners

•     Managed complex deals and complex internal processes

•     High level of energy, drive, enthusiasm, initiative, commitment

•     Worked in a high pressure, fast moving and challenging environment

•     Native French or equal skills, with good English communication skills

•     Professional with good organizational and planning skills

•     Team player

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).

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: Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of 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.

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