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  • Posted: Mar 22, 2021
    Deadline: Not specified
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  • Oracle Corporation is an American multinational computer technology corporation, headquartered in Redwood City, California.
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    Services Sales Account Manager - Public Sector (Kenya & Uganda)

    Mission and Objectives

    · To achieve the set Sales Targets within existing assigned accounts and by creating new business and renewing existing contracts within the assigned territory or functional area.

    Scope

    • Responsible for the business sales bookings number for ACS services in the assigned accounts - works towards an allocated Sales Bookings target split in Software and Systems bookings
    • Reports to ACS Sales Cluster Leader
    • Contributes to ACS sales plans to address the various accounts in the target market, also developing profiles of targeted accounts
    • Has no direct reports, but leads the activities of virtual teams in support of customers
    • Works in a designated territory or industry on a defined set of customer accounts
    • Works to identify all organizations (including existing Oracle customers) that fall into their designated space focusing on a targeted number that has a specific value proposition and sales engagement activity
    • Works with appropriate Oracle Partners
    • Works with other Lines of Business (LOBs)

    Key Responsibilities

    Key responsibilities of the role apply to the accounts assigned to the ACS Representative.

    • Responsibility for the business sales bookings number for ACS services in the assigned accounts – public sector primarily with some accounts in private sector, like banks etc.
    • Responsibility for conducting territory analysis and associated business creation activities within the assigned business vertical and account assignment,
    • Responsibility for the creation of the associated business plans to accomplish the related business targets,
    • Creation of joint go-to-market activities with other aspects of the wider Oracle sales function,
    • Responsibility for working alongside ACS’s business development/sales program functions to facilitate the creation and execution of targeted demand generation activities,
    • Works to identify and cover all organizations (including existing Oracle customers) that fall into their designated account list focusing on building a strong pipeline and closing opportunities in a timely fashion,
    • Works with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances
    • Creation, attendance and participation in Oracle funded customer facing functions for business generation focused activities,
    • Active new business selling and ‘cold calling’ initiatives to potential new ACS customers,
    • Active up-selling of ACS Services in existing accounts including ‘cold calls’ to untouched areas of the respective organizations,
    • Being the point person for all ACS activities within the assigned accounts working closely with the assigned ACS Delivery employees
    • A high visibility presence within the respective assigned organizations creating relationships with all aspects of the customer and business management,
    • Creation of a trusted advisor status within the assigned accounts and business management,
    • Management of all internal commercial activities for all business / Renewal and up-sell engagements,
    • Relationship generation and associated collaborative working with the other aligned Oracle sales and delivery teams.

    Key Qualifications-

    • About 10 years of direct sales experience, IT products or services selling to public and Private sector.
    • Deep understanding and experience of operating in Kenya and Uganda public sector IT space. Additional Experience in other neighbouring market like Uganda a big plus.
    • Candidate with a technical background (educational and/or experience) will be preferred
    • Candidate must be able to demonstrate senior level customer contacts and proven business wins.
    • Has developed a solid network of customer senior contacts at C level as well as the partner eco systems In Kenya at least.
    • Knowledge of Oracle product sets and services will be a big plus
    • Experience of working directly with customers as opposed to channels will be preferred
    • MUST have a solid track record of independently handling the entire sales cycle, managing multiple stakeholders right from positioning to closing
    • Experience in managing multimillion dollar deals and consistent quota achievement
    • Good negotiation skills
    • Ability to work in a matrix organization and carry out a complex sales cycle involving multiple internal and external stakeholders

    Detailed Description and Job Requirements

    •  Sales of the organization*s services (e.g., maintenance and service contracts).
    • Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.
    • 8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. 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. 

    Method of Application

    Interested and qualified? Go to Oracle on oracle.taleo.net to apply

    Note: Never pay for any training, certificate, assessment, or testing to the recruiter.

  • Send your application

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