MAIN TASKS AND RESPONSIBILITITES<\/p>\n
To develop and maintain the long-term total relationship between Oracle and designated customers to support revenue growth. Works towards an allocated License Sales Revenue target. Works in designated Key\/Named customer account within the Manufacturing, Retail and Distribution (MRD) industry. Reports to Sales Manager \u2013 MRD. Has no direct reports, but leads the activities of virtual teams in support of the customer.<\/p>\n
SCOPE:
\n\u2022 Reports to Sales Manager \u2013 MRD
\n\u2022 Has no direct reports, but leads the activities of virtual teams in support of customers
\n\u2022 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
\n\u2022 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 locally in Kenya, Nigeria and Algeria
\n\u2022 Works with appropriate Oracle Partners, i.e. resellers, SI’s, ISV’s, technology partners and alliances
\n\u2022 Works with Pre Sales, Marketing, OracleDirect and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts
\n\u2022 Works towards an allocated License Sales Revenue target<\/p>\n
<\/p>\n
<\/p>\n
RESPONSIBILITIES:
\n\u2022 Winning new licence sales revenue in line with targets
\n\u2022 Developing an Account Plan based on a strategic analysis of designated accounts
\n\u2022 Driving the execution of the Account Plan
\n\u2022 Owning the relationship between Oracle and the designated accounts Identifying and expanding the Oracle revenue opportunities in designated accounts
\n\u2022 Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle<\/p>\n
ACCOUNTABILITIES:
\n\u2022 Generate and manage bids teams in compliance with customer requirements
\n\u2022 Deliver and co-ordinate customer presentations and demonstrations Conduct and complete customer negotiations
\n\u2022 Produce an accurate monthly forecast and pipeline
\n\u2022 Develop and maintain an understanding of partner activity relevant to designated accounts<\/p>\n
<\/p>\n
KNOWLEDGE AND COMPETENCY REQUIREMENTS<\/p>\n
Education \/ Qualifications
\n\u2022 Tertiary Qualification<\/p>\n
Experience \/ Technical \/ Professional knowledge
\n\u2022 At least 5 – 7 years of sales experience in the enterprise IT sector
\n\u2022 Proven experience within the MRD industries
\n\u2022 Understanding of the enterprise software market
\n\u2022 Experience in working with channel partners
\n\u2022 Willing to travel on frequent basis
\n\u2022 Self starter, fast learner and hungry for knowledge and information
\n\u2022 Fully aware of technology trends, industry standards and terminology
\n\u2022 Team player
\n\u2022 Fluent in English<\/p>\n
<\/p>\n
<\/p>\n