Services Sales Account Manager - Public Sector (Kenya & Uganda) at Oracle

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.