Job Openings at Oracle

Job Summary

Responsible for managing the East & West Africa (English speaking countries) Deal Management service. Ensure the provision of high quality and effective service that ensures revenue to Oracle is maximized on every opportunity whilst at all times adhering to legal, ethical, HR and commercial policies/procedures.

Responsible of team of Deal Managers in East and West Africa region.

The Deal Managers are the project managers for the deal contracting process and are responsible for the overall direction, coordination, implementation, execution, control and completion of the contracts process for strategic transactions ensuring consistency with Oracle strategy, commitments and goals.

Duties and Responsibilities

• Provide a quality Contracting service to Oracle Sales through highly skilled and motivated Deal Manager workforce
• Ensures that the Contracting service complies with the documented process including conformance with Oracle commercial policies and procedures
• Ensure Contracting service is delivered to highest levels of customer/stakeholder satisfaction.
• Interface/liaise with regional sales management ensuring alignment to their business goals
• Responsible for continual improvement of the service offered
• Manages exceptions and escalations to Deal Management operation, handling customer expectation and satisfaction.
• Takes actions to solve complaints and identifies need for corrective/preventative action
• Complies with Oracle's policies at all times
• Owns and drives regional or global projects as required

Experience & Skills

• Require a minimum of 2 years management experience in IT industry, preferable in operational or service delivery role.
• Displays a good understanding of Oracle technology and services capability and structure
• Displays a good understanding of Oracle's internal organization and seeks to build and maintain a personal contact network within this structure
• Stays open and honest with customer and colleagues at all times, honoring promises and commitments
• Identifies how to improve how things are being done and acts before being asked
• Makes decisions based on accurate information and priorities that balances the interests of the customer and Oracle
• Fluent in English

Qualifications

Educated to Degree level or with suitable higher level education or industry experience in technology and/or service delivery.

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Oracle Communications solutions span the communications industry landscape — from cross-channel customer experience and business and operational support systems, to network service and session delivery and control solutions — enabling service providers and enterprises to deliver and monetize innovative digital lifestyle services, build strong customer relationships, and streamline operations.  For more information visit http://www.oracle.com/communications

Oracle have made Oracle Communications portfolio (SS7 STP, DRF, PCRF, SBC, WebRTC, IMS, SDP, OSS, BSS, NFV, Unified Communication, Analytics,….) a core offering to enable operators to innovate more rapidly while simplifying their IT and network infrastructures.

This combination of OSS/BSS, Signalling, Session and Service Delivery is expected to provide our customers with an expanded portfolio of world-class solutions to help them create even greater value for their customers.

The position of Key Account Manager for the Orange Group supports the continued growth of the Oracle Communications customer base in Africa region, especially targeting West and Central African countries.

• Proactive Key Account Management towards Orange Group & related Orange Group Operating Companies in the region
• Positioning and sales of our unique and integrated core network solutions by actively creating and   developing new sales opportunities in the field of:
  • Core Networks and related higher level applications (MNP, EIR, VoLTE, etc)
  • SS7/SIGTRAN Signalling
  • Core Network Monitoring
  • Diameter Routing Function
  • Session Border Controller, IMS, WebRTC
  • Policy Control and Charging
  • Service Delivery
  • NFV
  • OSS/BSS
  • Unified Communications, Analytics
• Develops target account sales strategies
• Develops executive relationships at Orange in the region – customers and prospects.
• Builds the business case for the adoption of the Company’s value proposition with Orange group in the region
• Develop strategies and plans to meet or exceed quarterly and yearly bookings quotas.
• Further develops opportunities at the assigned customers in the region
• Works closely with other internal functions such as Sales Engineering, Consulting, and Key Account Managers in charge of Orange Group to address complex solutions to customer needs.
• Conducts sales presentations and prepares proposals for customers.

Experience/Qualifications:

• Technical University Degree in Electrical Engineering, Computer Science or Telecommunications or similar.
• Extensive experience in sales, technical presales or similar fields at major vendor(s) in the telecom industry including substantial period with a personal quota target.
• Successful sales track in the assigned region, personal network in place
• Good knowledge of GSM, GPRS, UMTS and LTE networks
• Good knowledge of Service Providers’ business, market trends (e.g., LTE, VoLTE, VoWifi, etc.)
• Good knowledge of core network elements and their connectivity / loadsharing / engineering / planning
• Experience and knowledge in Signalling, IMS, SBC, Policy Management, Network Monitoring and OSS/BSS
• Multi-cultural, high caliber sales professional
• Results and detail orientated
• “Self-motivator”
• Strong in closing deals
• Fluency in English and French.

go to method of application »

We are seeking an outstanding leader to evolve and spread high quality standards and expectations for customer centric presales work in our Solution Engineering organization, playing a key role in driving sales growth and win rates across East Africa region.

SCOPE OF THE ROLE:

• Lead East Africa/Kenya Sales Consulting organization covering all organizational sectors and products, consisting of experienced Sales Consultants.
• Develop, recommend and implement a comprehensive Technology &Cloud Services Pre-Sales Consulting & solution engineering strategy in agreement with the Country Leaders.
• Provide persistent personal involvement and engagement with key customers, on strategic deals and as an integral part of the management team.

RESPONSIBILITIES:

• The deployment of an efficient, Sales focused pre-sales solution engineering organization in East Africa Region.
• Ensuring a clear link between revenue generating activities and Sales Consulting engagements enabling the agile and profitable use of resources.
• As part of the Management Team direct and manage Sales Consulting resources throughout the sales cycle.
• Be a contributing member of the Kenya Management Team driving the definition and execution of East Africa business strategy.
• Be able to articulate Solution Engineering activities and how they support the sales outcome
• Promote a culture where continual improvement in efficiency, services, processes, product, and market positioning is expected.
• Thorough understanding of Oracle’s Cloud strategy and how PaaS, DaaS and IaaS interlocks with Private and Public cloud solutions
• Continue the first class working relationship with other Sales teams and organizations ensuring Oracle database and middleware technologies are their product of choice.
• Work with different teams to ensure the required skills and coverage is efficiently employed across XLOB engagements.
• Ensure that the required systems, tools, and processes are in place to support the implementation of operational business plans and goals.
• Monitor and measure the achievement of goals, Sales Consulting Skills and development activities against agreed KPIs and business growth expectations.

KNOWLEDGE AND COMPETENCY REQUIREMENTS:

• Currently managing an organization at Manager level with approx. 10 years of experience in sales/pre-sales functions.
• Comfortable and experienced in leading change and organizational innovation.
• Track record of success and credibility at all levels
• Excellent understanding of Oracle’s go-to-market strategy and cloud value proposition.
• Thorough understanding of solution engineering and customer Value Propositions.
• Prior experience in selling business led solutions.
• Experience of engaging with and influencing Product Development senior executives.
• Demonstrated ability to build and maintain relationships with key stakeholders, both internal and external.
• Strong communication, influencing skills and networking strength
• Demonstrated ability to solve problems successfully in a matrix and complex organization where not all the involved resources are directly reporting to the role.
• Excellent communication skills, possesses ability to establish and maintain exemplary customer and public relations through direct or delegated contacts with individuals and organizations.

Detailed Description and Job Requirements

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sales cycle.

As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.