Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sales cycle.

As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.

Manages and controls activities in multi-functional areas of sections. Ensures appropriate operational planning is effectively executed to meet Corporate business needs. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS 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

Applications Sales Consulting Manager (ASCM) - CX

Summary of Position:

Lead the development and delivery of a solution-focused Sales Consulting team ensuring the capability matches current and future demand. Provides direction and specialist knowledge in applying the applications to client business. Facilitation of value propositions that exploit Oracle’s total product and solutions capability in different industries. Provide license sales with appropriate sales consulting support and capabilities throughout the sales cycle.

Geography:

The ASCM will direct and manage pre-sales resources in UAE cluster throughout the sales cycle. He/she participates in account planning and strategy development. The ASCM frequently interacts with Sales Management, supervisors and/or functional peer group managers. He/she may interact with senior management. He/she possesses excellent knowledge of the software industry and key business drivers relating to all aspects of Oracle’s applications offering.

Essential Skills:

• Capable to present Oracle’s applications offerings for multiple industries, together with related integration / architecture aspects

• Able to develop and communicate value propositions at executive and C-levels that exploit Oracle Applications’ total product offerings, architecture and solution capability in different industries.

• Able to articulate Oracle’s applications strategy and roadmap

• Strong leadership skills, with a results-oriented attitude that overcomes barriers

• Strong interpersonal skills to leverage other functions within the organization

• Passionate about success, customer focus

Other requirements:

• An experienced professional with a proven track record with at least 5 years in a managerial position.

• Located in UAE

• Native Arabic is a prerequisite.

Accountabilities:

• Contribute to the development of the country/cluster Business Plan

• Drive the implementation of the sales consulting activities as part of the Business Plan

• Define the resource requirements for the sales consulting team

• Develop product solution competency in the Presales team, in cooperation with the Competency Manager

• Support marketing and Go-To-Market campaigns (eg Fusion Applications GTM)

• Work with ASRs, partners and other LoBs to understand, qualify and develop new and existing opportunities

• Allocate resources to qualified opportunities from the sales consulting team and, where necessary, the broader sales consulting community

• Monitor and review the quality of work by team in sales consulting activities

• Maintain a broad technical and business awareness of Oracle’s current and future products and solutions

• Actively research and promote competitive knowledge within the market

• Manage localization activities within the cluster through partners or Oracle’s organization (development, consulting, presales)

• Facilitate coverage and necessary skills when no critical mass at cluster level, in cooperation with the Competency Manager (i.e develop & make available those skills for the cluster)

• Organize and manage resource sharing within the cluster and x-clusters to achieve a good load balancing and the focus on priority deals

• Contribute to the Applications revenue growth in the cluster appointing the necessary presales resources for activities such as development of marketing materials at geography level, development of Partners, etc.

• Support and network with the Sales Apps cluster leader to insure the cluster Apps Revenue Target is achieved

Human Resource Management

• Provide effective performance management: set SMART goals for all direct reports; provide regular feedback on performance and conduct a formal appraisal at the conclusion of the fiscal year

• Support, coach and mentor individuals in achievement of their development needs, both business and personal

• Recruit and develop the sales consulting team members to meet the resource requirements

• Propose job changes & salary revisions

• Manage competencies of the team to anticipate and meet demand. Facilitate skills development and training to provide these competencies

• Operate in line with Oracle HR policies and procedures

Reporting

• Gather and communicate relevant KPIs for his/her Cluster

Marketing

• Support all Applications related marketing campaigns and be able to present Oracle Strategy and Value proposition.

Processes

• Ensure overall data quality in the Time Tracking System

• Support up- and cross-sell initiatives, using available tools, campaigns, etc

• Attend Cluster Apps Sales/Presales events - conference calls, quarterly meetings.

Interlock with Oracle Organizations

• Network with regional resources, peers and Competency Managers to increase synergy, reuse and resource sharing

• Establish a close & synergetic relationship with Cluster Oracle Consulting leader

• Network with industry and product teams for better positioning where necessary.