Support Renewal Representative at Oracle

INTRODUCTION:

• Reports to Service Sales Director

for Sub Saharan Africa, position is located in Nairobi, Kenya

• No direct reports
• Works as part of the Support

organization contracts Renewals team

• Deliver to set renewal booking

target and specific KPI’s.

• Will be required to travel to

neighboring countries from time to time to meet with customers

RESPONSIBILITIES:

• Will be responsible for Renewing

Support Contract for both Hardware & Software

• Performing Quality Assurance on

regional Support renewals business

• Maintain Good relations between

Oracle & its customers

• Presenting quotations to clients and

manage them through the approval process

• Maintaining Support Renewal

forecasts and Oracle Service Contracts system (OKS)

• Building and maintaining relationships

with decision makers in the designated Accounts

• Executing sales activities (e.g.

presentations)

• Negotiating and commercial

management of designated Accounts

• Managing the bid process through to

closure

• Ensuring client issues are escalated

to the relevant parties within Oracle

• Working with designated Partner

organizations on specific opportunities and renewals

ACCOUNTABILITIES:

• Work closely with existing Renewal

Reps and Country Success Manager in Kenya

• Build and maintain relationships

within Support and across Lines of Business.

• Write approval requests, where

necessary, in compliance with Oracle standards.

• Obtain appropriate management

approvals.

• Ensure the contracts are legally

compliant and commercially viable

• Maintain accurate records of all

sales activities and key contacts in the Account

• Produce regular and accurate

forecasts as requested by the Service Sales Director. Ensure OKS is updated daily.

• Maintain a breadth of knowledge of

Oracle’s products and Services

• Operate

in line with Oracle’s business processes and procedures

COMPETIENCIES:

• Credibility, attention to detail
• Decision Making
• Personal Drive, results orientation
• Influencing and negotiating
• Customer Focus
• Building effective customer relationships

with mid management and C level

• Effective written and oral

communication in business French and English

• Business Acumen
• Organizational sensitivity and

awareness

PROFESSIONAL COMPETIENCIES:

• Minimum 5 Years experience in IT

Market

• Excellent Local and English Language
• Ability to travel & to work

under pressure

• Excel, Financial tools competency
• Oracle Support Market knowledge
• Knowledge of sales cycle and process
• Experience of Service Selling

As part of Oracle’s employment process candidates will be required tocomplete a pre-employment screening process, prior to an offer being made. Thiswill involve identity and employment verification, salary verification,professional references, education verification and professional qualificationsand memberships (if applicable).