Territory Sales Manager at Oracle

GOAL:

To develop and maintain the long-term relationship between Oracle and designated customers to support revenue growth. Works towards an allocated License Sales Revenue target.

SCOPE:

• Reports to Applications Sales Director
• 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 Technology Sales Representative counterpart as well as Senior Apps Account Manager
• Works to identify and cover all organisations (including existing Oracle customers) that fall into their designated account list focusing on building a strong pipeline and closing opportunities in a timely fashion in Gulf region.
• Works with appropriate Oracle Partners, i.e. resellers, SI’s, ISV’s, technology partners and alliances
• Works with Pre Sales, Marketing and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts
• Works towards an allocated License Sales Revenue target

RESPONSIBILITIES:

• Winning new ERP / CRM /HRM /HCM license 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
• 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 large accounts/ complex deals
• Proven track record of selling large applications deals in Kenya
• Capacity to comprehend the strategic issues of selling Enterprise applications, including ERP, CRM and HRM/HCM
• 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
• Willing to travel on frequent basis
• 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
• Team player

Go ahead, amaze us.

When you provide the world’s most complete, open, and integrated business software and hardware systems and work with all 100 of the Fortune 100, you have pretty high standards. That’s why at Oracle, we seek only the top sales talent to join our team. In return, we provide the opportunity for you to showcase your talent as you enjoy the rewards of selling technology that is the envy of the industry. Join us and be part of the best sales force in the business.

Change is good. This change is even better.

If you feel like you’ve hit the ceiling of your current job, join the company whose potential is virtually limitless. Oracle is the global leader in advanced business software, hardware and middleware solutions. In fact, we help drive the success of all 100 companies in the Fortune 100. If you’re a highly ambitious sales professional looking for more from your career, we’d like to help drive your success too.