SCOPE:
Reports to Technology Sales Director
Market BigDeal monitoring mindset combined with long term account farmer skills
Becomes a senior trusted advisor in the major account
Works in a designated industry on a defined set of customers and accounts (main focus on Public Sector)
Works with appropriate Oracle Partners
Works with other Lines of Business (LOBs)
Works towards an allocated Licence Sales Revenue target
RESPONSIBILITIES:
Win new licence sales revenue in line with targets
Develop strategy and sales plan to address the designated market sector & industry
Become a trusted advisor in the assigned TOP accounts
Head project focused customer insight/audit/workshops within the assigned accounts
Generate and follow up on leads, qualify leads and prioritise opportunities
Deliver and co-ordinate customer presentations and demonstrations
Developing profiles of targeted accounts within the public sector
Establish and maintain contractual agreements between Oracle and the Customers
Maintain contact with accounts through application/technology implementation
Define/Create appropriate Enterprise Sales Industry Value Propositions and communicate the benefits of these to the market
Drive implementation of sales and marketing campaigns, marshalling internal and Partner resources
Identify and work with appropriate people in Oracle and at the Customer
Facilitate and nurture Senior Management relationships to generate active sponsorship of Oracle
Work with, and influence activities of Oracle Partners as appropriate
Maintain awareness of Partner Competence and capability
Maintain understanding of Oracle’s strategic direction and interpret its relevance to the public sector
Maintain awareness of Oracle’s current and future application/technology products and services
Maintain understanding of competitive activity relevant to public sector
Attend Public sector forums
REQUIREMENTS:
Higher Education, preferably Business or IT
Fluent in English
Min. 6-8 years of IT/SW sales experience, preferably in international or large local company
Key Account management skills and experience with addressing the Public sector in Nigeria
Public sector experience specifically within the Public Education sectors being basic and higher education
Proven sales track record specifically in the Public sector space in Nigeria
Proven network with key decision makers within the Public sector (Especially at Federal & State level)
Good level of affinity to technology products and solutions (knowledge of Oracle product suite advantageous)
Ability to work/cooperate in a complex multinational environment
Eagerness to work towards achieving goals in a changing and challenging environment
Ability to generate/manage big deals
Ability to develop and manage C-level relationships
Able to learn and understand product solutions and features
Ability to understand customer’s industry and core business processes
Strong needs analysis, positioning, business justification and closing skills
Effective sales and project management skills
Excellent verbal and written communication skills
Ability to work in a team environment Detailed Description and Job RequirementsSells 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 technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.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 technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.
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