Preferred Qualifications
Services Sales Representative:
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,
· 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
· Works with Customer Management (CM) and other Lines of Business (LOBs) to maximize the return from the assigned set of accounts,
· Works in a designated industry on a defined customer list and cooperates within the Oracle Account team,
· 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-
· At least 10 years of direct sales experience, ideally in selling services to large customers – public and private sectors, across Africa
· Has developed a solid network of customer senior contacts at C level as well as the partner eco systems
· Knowledge of Oracle product sets and services will be a big plus
· Experience of working directly with customers as opposed to through channels will be preferred
· Should 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.
· Candidate with a technical background (educational and/or experience) will be preferred
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.
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).
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