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).
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.
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).
Qualifications RESPONSIBILITIES: · Winning new Enterprise Applications (HCM/HRM, CX/CRM, ERP) license and Cloud/SaaS sales revenue in line with targets
· Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
· Developing a strategy and sales plan to address Sector requirements
· Developing profiles of targeted accounts
· Defining appropriate Enterprise Sales Industry Value Propositions for Enterprise Applications (HCM/HRM, CX/CRM, ERP) solutions
· Driving the implementation of sales and marketing campaigns
· Generating and following up on leads
· Qualifying leads and prioritising opportunities
· 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 application/technology products and services
· Maintaining an understanding of competitive activity relevant to industry sector
KNOWLEDGE AND COMPETENCY REQUIREMENTS
- At least 7 years of sales experience in the enterprise IT sector , covering Public sector accounts/deals
- Proven track record of selling complex technology deals in UAE
- Capacity to comprehend the strategic issues of selling Enterprise applications, including EPM, BI, ERP, CRM or HRM/HCM solutions.
- Experience of selling cloud solution is preferable.
- Fluent in English is a must
- Demonstrable overachievement of revenue goals
- Strong desire to overachieve revenue goals
- Strong sales skills; including business justification, negotiation and closing
- Understanding of the enterprise software market
- Self starter, fast learner and hungry for knowledge and information
- Fully aware of technology trends, industry standards and terminology
- Excellent account management and organisational skills
