Job Vacancies 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. 

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Applicants are required to read, write, and speak the following languages: English
 
Preferred Qualifications
 
Oracle (NASDAQ: ORCL) is the world's most complete, open, and integrated business software and hardware systems company. For more information about Oracle, visit oracle.com.

We are looking for Cloud Platform Sales Executive – to cover Uganda Public segment. Role is based in Kenya.

• Does your curiosity lead you down new paths?
• Do you believe that innovation distinguishes between leaders and followers?
• Do you feel that change will never come if you wait for others to make it happen?
• Do you consider trust to be the core principle behind all relationships?
• Do you see a problem as a nuisance or an opportunity to triumph?
• Do you enjoy disrupting the status-quo through influence and not force?
• Can you paint a picture using only a palette of ideas?
• Do you believe drive is the magic ingredient to success after ability, focus & attitude?
• Are you an entrepreneur who searches for change and exploits it as an opportunity?
• Do you credit your success to the energy you bring to every task?

Are you as passionate about cloud as we are?

…if so, we want to talk to you! If you are looking to take a leap in your career by offering powerful, effective and commercially viable solutions to your clients then an Oracle Cloud Platform Sales Executive position could be your springboard to success.

In this role you will be responsible for selling Oracle’s next generation of platform and infrastructure software & cloud services

What does that mean?

A Cloud Platform Sales Executive positions Oracle’s world class products & cloud services to mid-sized companies

It is a Sales role

• You are a strong networker and a real team-player
• You are able to listen and create strategic value for the customer’s business
• You create demand, you nurture, you negotiate & you close deals
• You are a self-starter; a driven person
• You own the mid-market, adding new logo’s into this space
• You are smart, social media savvy, digitally responsive and have some previous Solution Sales experience

We hire smart people with some software, technology or cloud sales experience but at least 8 years of commercial or functional B2B sales experience in technology sphere will also be considered. It is senior level sales role.

We want people who make customer success the priority, even before selling Oracle's products. People who believe in cloud transformation and by that achieving credibility with the customer.

We value effective communicators. Team players who are sensitive to the needs of senior level decision makers. Sales professionals who can build credible relationships with customers in order to advise not just how to solve their current issues but to anticipate their future needs.

We reward those who are comfortable in managing complex sales cycles, especially with a track record of success. This could include those people who are familiar selling the principles of cloud adoption and are able articulately demonstrate these values.

We seek an independent approach - from organizing priorities to territory planning and resource management. Self-motivators with an innovative & agile approach can thrive in Oracle. Success follows our most effective problem solvers, those who have a gift in positioning our most innovative solutions against customer needs

We obviously expect our sales professionals to be able to forecast, manage sales expenses and successfully close new Oracle business as well as being able to identify business needs and develop effective go-to-market campaigns to drive incremental opportunities

We advise that some travel will be required for face to face customer visits and that you would need to be eligible to work in Kenya.

 
Detailed Description and Job Requirements
 
Sells a subset of product or services directly or via partners to small-and-medium sized accounts. The role is a combination of a Field Sales Rep and Inside Sales Rep.

Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

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. Failure to obtain results would have serious consequences and need expenditure of resources. May have project lead role. Highly developed selling, customer relations, and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player. Demonstrated ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travels to customer as needed. 8+ years relevant sales experience. BS/BA degree or equivalent preferred.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).