MAIN TASKS AND RESPONSIBILITITES<\/p>\n
To develop and maintain the long-term relationship between Oracle and designated Public Sector customers to support revenue growth. Works towards an allocated License Sales Revenue target. Works in designated Key\/Named customer accounts within the Public Sector (PS). Reports to PS Applications Sales Manager. Has no direct reports, but leads the activities of virtual teams in support of the customer.
\nSCOPE:
\n\u2022 Reports to PS Applications Sales Manager
\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 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 locally in Nigeria
\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 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
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RESPONSIBILITIES:
\n\u2022 Winning new ERP \/ CRM license sales revenue in line with targets
\n\u2022 Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
\n\u2022 Developing a strategy and sales plan to address Public Sector requirements
\n\u2022 Developing profiles of targeted accounts within the industry sector
\n\u2022 Defining appropriate Enterprise Sales Industry Value Propositions
\n\u2022 Driving the implementation of sales and marketing campaigns
\n\u2022 Generating and following up on leads
\n\u2022 Qualifying leads and prioritising opportunities
\n\u2022 Marshalling internal and Partner resources to conduct campaigns
\n\u2022 Identifying and working with the appropriate people in Oracle and the Customer
\n\u2022 Developing, extending and maintaining relationships with the appropriate staff
\n\u2022 Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
\n\u2022 Working with, and influencing the activities of Oracle Partners as appropriate
\n\u2022 Maintaining an understanding of Oracle’s strategic direction and interpreting its relevance to the industry sector
\n\u2022 Maintaining an awareness of Oracle’s current and future application\/technology products and services
\n\u2022 Maintaining an understanding of competitive activity relevant to industry sector<\/p>\n
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ACCOUNTABILITIES:
\n\uf0a7 Research and communicate current industry trends, drivers and potential
\n\uf0a7 Translate Oracle’s Strategy and Marketing Messages to the market
\n\uf0a7 Create Value Propositions and communicate the benefits of these to the market
\n\uf0a7 Design sales and marketing campaigns and put teams and task forces together to deliver them
\n\uf0a7 Work with appriate people to co-ordinate marketing activities in order to generate leads
\n\uf0a7 Generate and manage bids teams
\n\uf0a7 Produce an accurate monthly forecast and pipeline
\n\uf0a7 Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
\n\uf0a7 Establish and maintain contractual agreements between Oracle and the Customers
\n\uf0a7 Maintain contact with accounts through application\/technology implementation
\n\uf0a7 Maintaining an awareness of Partner Competence and capability
\n\uf0a7 Develop and maintain an understanding of partner activity relevant to designated accounts
\n\uf0a7 Operate in line with Oracle’s business processes and procedures
\n\uf0a7 Deliver and co-ordinate customer presentations and demonstrations<\/p>\n
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Education \/ Qualifications : \u2022 Tertiary Qualification
\nExperience \/ Technical \/ Professional knowledge:
\n\u2022 At least 5 – 7 years of sales experience in the enterprise IT sector
\n\u2022 Proven experience within the Public Sector
\n\u2022 Demonstrable overachievement of revenue goals
\n\u2022 Strong sales skills; including business justification, negotiation and closing
\n\u2022 Understanding of the enterprise software market
\n\u2022 Capacity to comprehend the strategic issues of selling ERP and CRM applications
\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 Excellent account management and organisational skills
\n\u2022 Team player
\n\u2022 Strong desire to overachieve revenue goals<\/p>\n
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