Enterprise Application Cloud/SaaS Sales Representative/ Territory Manager, Kenya Location: Kenya Contact: Principal Talent Advisor, [email protected]
GOAL: To develop and maintain the long-term relationship between Oracle and designated customers to support Applications Cloud/SaaS revenue growth. Works towards an allocated License and Applications Cloud/SaaS (software as a service) sales revenue target in Kenya.
SCOPE: Reports to Applications Sales Director Has no direct reports, but leads the activities of virtual teams in support of customers Works in a designated industry on a defined customer list and cooperates with his Technology Sales Representative counterpart as well as Senior Apps Account Manager Works to identify and cover all organisations (including existing Oracle customers) that fall into their designated account list focusing on building a strong pipeline and closing opportunities in a timely fashion in the Kenyan region. ... Works with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances Works with Pre Sales, Marketing and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts Works towards an allocated License sales and Applications Cloud/SaaS (software as a service) sales revenue target
RESPONSIBILITIES: Winning new HCM license and Applications Cloud/SaaS sales revenue in line with targets Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle Developing a strategy and sales plan to address Sector requirements Developing profiles of targeted accounts Defining appropriate Enterprise Sales Industry Value Propositions Driving the implementation of sales and marketing campaigns Generating and following up on leads Qualifying leads and prioritising opportunities Marshalling internal and Partner resources to conduct campaigns Identifying and working with the appropriate people in Oracle and the Customer Developing, extending and maintaining relationships with the appropriate staff Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle Working with, and influencing the activities of Oracle Partners as appropriate Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector Maintaining an awareness of Oracle's current and future application/technology products and services Maintaining an understanding of competitive activity relevant to industry sector
KNOWLEDGE AND COMPETENCY REQUIREMENTS At least 7 years of sales experience in the enterprise IT sector, selling complex enterprise solutions Proven track record of selling complex IT solutions in Kenya Understanding and experience of selling Cloud solutions is a plus Capacity to comprehend the strategic issues of selling Enterprise applications solutions, including HCM Fluent in English is a must Demonstrable overachievement of revenue goals Strong desire to overachieve revenue goals Strong sales skills; including business justification, negotiation and closing Understanding of the enterprise software market Willing to travel on frequent basis Self starter, fast learner and hungry for knowledge and information Fully aware of technology trends, industry standards and terminology Excellent account management and organisational skills Team player
Go ahead, amaze us. When you provide the worlds most complete, open, and integrated business software and hardware systems and work with all 100 of the Fortune 100, you have pretty high standards. Thats why at Oracle, we seek only the top sales talent to join our team. In return, we provide the opportunity for you to showcase your talent as you enjoy the rewards of selling technology that is the envy of the industry. Join us and be part of the best sales force in the business.
Change is good. This change is even better. If you feel like youve hit the ceiling of your current job, join the company whose potential is virtually limitless. Oracle is the global leader in advanced business software, hardware and middleware solutions. In fact, we help drive the success of all 100 companies in the Fortune 100. If youre a highly ambitious sales professional looking for more from your career, wed like to help drive your success too.
As part of Oracles 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).
Detailed Description and Job Requirements 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.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. 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. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. 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). Job Sales Location KE-Kenya Job Type Regular Employee Hire Organization Oracle Nairobi Kenya