Job Openings at Oracle

What You’ll Do                                                                                               

Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve. If you are passionate, entrepreneurial, innovative, and believe in being consultative and having fun whilst you work, then this could be the perfect opportunity for you.

We are seeking a motivated sales individual who can sell our entire technology solutions portfolio in a license sales model. As we continue to help customers to transition to Cloud, we make sure their needs for an On premise solution are still covered.

You would cover a wide rage of solutions from Database, data management Solutions (Analytics, Integration..etc) as well Cybersecurity, middleware and other exciting digital solutions. You will help your customers, who have growing data volumes and aggressive service-level expectations, maximize the potential of their IT organizations

Having a sense of humor in what can be a pressure environment helps, and the rewards for your contribution include a compensation and benefits package and a continuous training program in a structured environment that are world class.

Job Description          

• Develop infrastructure/Database/Middleware/BI/Big data License Sales opportunities and maintain customer relationships in Financial Sector and Large Enterprises.
• The portfolio will be our wide technology portfolio. Although the right candidate should be able to orchestrate a speech across the complete offering of Oracle in front of a client and work alongside other internal teams to be one Oracle for the customer.
• Promote and evangelize Oracle products to selected customers, partners, and internal audiences
• Develop relationships and collaborate with our partners to define, recommend, and drive sales
• Develop and execute a sales plan that provides complete territory and sector specific coverage
• Develop appropriate sales programs and solutions; maintain up-to-date competitive information and compile regional success stories
• Meet with senior customer contacts to build credibility and develop lasting relationships
• Closing deals winning business etc. as well as developing opportunities
• Engage with  Pre-Sales  Technical support for customer meetings to develop customer discussions further
• Lead successful go-to-market campaigns by working closely with internal marketing specialists
• Contribute and lead in account planning, customer/market analysis, and strategy sessions
• Contribute individually and as a team member, providing direction and mentoring to others. Being able to orchestrate proposals together with other internal business groups in the same solutions team or others. Understand that is all about the customer.

Required Skills/Experience

What You’ll Bring

Your enthusiasm, knowledge, and customer-centricity will help us continue our growth as a top IT company.

 We also look for:

• 5+ years of experience in direct software sales to complex/Large Enterprises
• Experience in Financial Sector (banking, insurance) would be required
• Good understanding of the information technology customer needs and strong technical expertise to become a trusted advisor across a wide technology portfolio.
• Proven track record in a sales-driven organization, selling technology-related products and services
• Solid written, verbal, and presentation skills
• Creative with strong problem-solving skills and an ability to succeed in a fast-paced environment
• Proven ability to work well as part of an extended sales team
• Technology Enterprise Software product knowledge, good understanding of Data Center technologies. Oracle’s technology products knowledge will be considered an asset.
• Deep knowledge of competition in the areas of Enterprise Solutions
• Fluency in English
• Team player and self-motivated

 A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.

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SCOPE:

1. Represents and leads Oracle public sector technology license sales team
2. Manages the sales operations of the comprehensive Oracle Technology Solutions license business set 
3. Supports the sales team to develop sales opportunities, build and maintain customer relationships in public sectors
4. Responsible for developing a business strategy and sales plans to address the needs of the public sector customers in Kenya
5. Develops and executes appropriate enterprise sales industry value propositions
6. Leads & manages a team of senior Sales Executives and is responsible for achievement of revenue targets and drives IT transformation in the commercial sectores space
7. Works across multiple Lines of Businesses collaborating with other Applications, Systems sales teams, Alliances & Channels team, Services teams and others
8. Works as a member of the Country Leadership Team
9. Reports to the Country Leader of Kenya

RESPONSIBILITIES / ACCOUNTABILITIES:

1. Achieve the revenue target (annually and quarterly)
2. Understanding of Kenyan public sector and Oracle’s value propositions as well as public procurement processes in Kenya
3. Develop pipeline and continuously mature & qualify opportunities in order to increase Oracle’s market share and to enable achievement of target
4. Ensures integrity and leads by example
5. Monitor the progress of key customer transactions in the sales cycle to ensure Oracle's business processes and procedures are followed
6. Ensure use of planning / reporting tools in a quality & timely manner
7. Monitor customers’ satisfaction with Oracle, addressing any issues and promoting reference ability & building effective working relationships with key executives
8. Manage a sales team, providing direction, leadership and motivation
9. Set objectives and review the performance of individuals and take action to ensure targets are met & recruit/induct new team members as required
10. Monitor and review individuals plans, forecasts and sales activities and ensure corrective action is taken as necessary
11. Act as an ambassador for Oracle with customers’ executives
12. Involve Oracle’s executives and specialists from out-of-East Africa, to maximize Oracle’s reach whenever needed
13. Identify and exploit marketing activities and campaigns that support achievement of targets
14. Engage with relevant Oracle Partners as appropriate

 QUALIFICATIONS / SKILLS:

1. 5-10 years of relevant senior sales team management experience from  IT company (preferably software or  IT solutions)
2. Strong sales and negotiation skills, ability to influence others
3. Experience in enterprise IT sales management is mandatory
4. Proven successful track record on working with public sector accounts on the Kenyan market
5. Strong results orientation
6. People management experience is mandatory
7. Excellent interpersonal skills; building/developing relationships, both internally and externally
8. Ability to work in a complex organization; leading or being a member of virtual teams
9. Strong communication and presentation skills
10. University degree

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability, and protected veterans status or any other characteristic protected by law.

Detailed Description and Job Requirements
 
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet Corporate specifications. Minimum five or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

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Preferred Qualifications
 
Oracle already offers the broadest suite of technology solutions and continues to introduce innovative new capabilities. In applications, Oracle offers more enterprise cloud solutions than anyone else. We also have the broadest set of enterprise class PaaS and IaaS services available in the market today.

If you are looking to take the next step in your career by offering great effective, efficient and commercially viable solutions to your clients, then a cloud sales management role could be your springboard to success.

We are seeking motivated sales director who can manage, motivate and lead a team selling Oracle Cloud Solutions to Africa markets specifically Nigeria, Kenya and South Africa. Join us and become the trusted advisor of your clients.

What You’ll Do

1. Manage, support and drive a sales team of 15+ people
2.  Motivate, deliver and challenge team and customers
3. Build internal relationships to ensure x-lob work amongst your team and offer a better overall solution
4. Promote and evangelize Oracle Cloud to C-level audiences
5. Develop appropriate sales programs and solutions; maintain up-to-date competitive information and compile regional success stories
6. Meet with senior customer contacts to build credibility and develop lasting relationships
7. Come up successful go-to-market campaigns by working closely with internal marketing specialists
8. Drive account planning, customer/market analysis, and strategy sessions

What You’ll Bring

1. Proven years of experience in sales management and experience on working on complex/Large Enterprises
2.  Experience in selling Cloud solutions to public and commercial customers in Africa, mainly Nigeria, Kenya and South Africa
3. Proven track record in a sales-driven organization, selling technology-related products and services Solid written, verbal, and presentation skills
4. Creative with strong problem-solving skills and an ability to succeed in a fast-paced environment
5.  Proven ability to work well as part of an extended sales team
6. Knowledge of Oracle Cloud Solution is preferred
7. Fluency in English