Oracle Communications Account Manager at Oracle

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

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. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary
verification, professional references, education verification and professional qualifications and memberships (if applicable).

As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary
verification, professional references, education verification and professional qualifications and memberships (if applicable).

• 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.