Utilities Applications Sales Director at Oracle

Job Ref: 180012NK

Brief Description

• Overall responsibility for Middle East and Africa, third party alliances, and customer satisfaction.
• Develops and implements a comprehensive strategy that maximizes Oracle Utilities’ opportunities across all products and product lines in the region listed above, providing structure to the business/team as well as driving growth and successful deal closure.

Detailed Description

• Builds, promotes and executes a sales strategy for Oracle Utilities in Middle East and Africa
• Manages a team of sales representatives including monitoring, developing (coaching), and recruiting, hiring, and training new reps on the Oracle sales process.
• Acts as executive sponsor for existing customers to ensure the level of satisfaction and increases footprint of Oracle Utilities solutions.
• Sells and promotes the Oracle Utilities solutions to prospects including negotiating price, other concessions and terms and conditions of the sale.
• Participates in strategic and tactical planning for the division
• Builds working relationships with the other Oracle lines of businesses: license, consulting and education field managers in the respective territory to develop joint account plans.
• Develops and executes territory plans to maximize revenue.
• Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis.
• Manages escalation.
• Manages performance of sales representatives.
• Conducts weekly progress meetings with sales team and participate in weekly forecast calls with US based Oracle Utilities’ management team
• Directs and ensures the implementation of operational policies through the region
• Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy.

Requirements

• Utilities and/or public sector knowledge
• Experience managing a multi-national complex license sales team (deals are large, sophisticated and with a drawn out sales cycle).
• Proven track record achieving team quotas and hands-on closing experience.
• Confident and experienced dealing with and closing large scale $multi-million complex software deals (C-level influencer) with major accounts
• A structured approach and excellent attention to detail is required
• Experience of Oracle sales processes and systems