Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

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 preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

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

SOLUTION SALES SPECIALIST – Healthcare, ECEMEA

Business Area

Sales

Country/Region

Territory of Coverage – ECEMEA

SCOPE:

• Reports to Senior Director of Public Sector, ECEMEA
• Primarily responsible to increase SaaS subscriptions revenues, Application software license sales, and market share in Healthcare segment in the ECEMEA region (East and Central Europe, Middle East and Africa, further referred as Territory in the document)
• Special focus, attention and success is related to growing SaaS revenue across the Territory
• Works closely with the Oracle field sales, country leadership and industry leads
• Collaborates with Oracle Sales Consulting, Alliance and Channels Management and other customer focused teams
• Liaises with key business partners, Independent Software Vendors and Systems Integrators in Healthcare domain

RESPONSIBILITIES:

• Prime responsibility includes driving the achievement of Oracle Healthcare applications’ revenue target for Territory, with special focus on SaaS revenues
• Supports strategic Healthcare projects and related Oracle initiatives in Territory by proficient understanding of Healthcare business processes and customer needs
• Acts as the Oracle Healthcare solutions advisor to customers, business partners and Oracle sales teams to drive customer excellence and Oracle revenues
• Promotes Oracle cloud solutions by an in-depth understanding of the market situation and Healthcare industry related scenarios
• Drives the Healthcare strategic programs and projects’ success from inception to execution for the key Healthcare accounts in Territory market
• Develops and maintains direct relationship with sales, business development and Industry solution teams
• Identifies future prospects, customers and partners related to Healthcare to maximize achievement of revenue objectives and generate active sponsorship and reference ability for Oracle
• Acts as a spokesperson for Oracle Healthcare solutions, sales plays and key industry drivers
• Drives the adoption of the Oracle Cloud in Healthcare

ACCOUNTABILITIES:

• Develops yearly Activity Plan for Healthcare in Territory that illustrates key initiatives and deal opportunities for Oracle, with particular focus on SaaS adoption
• Works with the field sales and sales management organizations on specific opportunities
• Supports the sales process and provides deal support throughout given quarter and fiscal year for significant opportunities in Territory
• Identifies up-sell and cross-sell opportunities in Healthcare industry for Oracle solutions
• Performs active research in the product and industry area internally and in the marketplace
• Provides help to the country organizations in responding to Requests for Information and Invitations to Tenders, as well as Request for Proposals, excluding technical and architectural support
• Attends, hosts and speaks at appropriate industry marketing events
• Identifies and maintains an internal / external network of people who can support the achievement of the Activity Plan
• Maintains an up-to-date understanding of the Healthcare related sales plays
• Engages and supports sales forecast activities
• Monitors and reviews sales campaigns for the assigned market and Industry organizations
• Engages with relevant Oracle Partners as appropriate

COMPETENCIES & EXPERIENCE:

• University Degree, preferably in IT or business/economics
• Fluency in English. Arabic and French speaking skills are considered an advantage
• 5-10 years of relevant working experience – Solution sales, Project management/SW architecting with Healthcare or IT Company operating in the Territory, or similar
• Understanding business requirements of Healthcare
• Understanding of cloud, social and mobile technologies and business solutions in Healthcare
• An excellent reputation with Healthcare international communities of interest
• International experience is advantage
• Proactive, strong opportunity and customer focus
• Communication, influencing and negotiating skills
• High-Level presentation skills
• Building inspiring relationships
• Results orientation and decision making
• Planning & organizing
• Leading change, strategic thinking
• Competitive awareness
• Ability to travel – place of residence or convenient access to one of the Territory hubs

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, Healthcare verification and professional qualifications and memberships (if applicable).