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  • Utilities Sales Representative - Northern and Western Africa at ORACLE

  • Posted on: 14 September, 2018 Deadline: Not Specified
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  • Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers including 100 of the Fortune 100 representing a variety of sizes and industries in more than 145 countries around the globe.

    Utilities Sales Representative - Northern and Western Africa

     

    Ref. ID: 180013TD
    Location: Nigeria

     Job Summary

    • Oracle’s Utilities Global Business Unit (UGBU) provides commercial off-the-shelf (COTS) software solutions for all major functions in the Utility Sector. These include Customer Care & Billing, Meter Data Management, Settlements, and Network & Outage Management.

    Detailed Descriptions

    • Sells 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 business applications software/solutions and related services to prospective and existing customers.
    • Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application.
    • Participate in the development, presentation and sales of a value proposition.
    • Negotiate pricing and contractual agreement to close the sale.
    • Identify and develop strategic alignment with key third party influencers.
    • Leading contributor individually and as a team member, providing direction and mentoring to others.

    Scope

    • To win new Applications license business in the Oracle Utilities Global Business Unit
    • Reports to the EMEA VP Sales Oracle Utilities Global Business Unit
    • Has no direct reports, but leads the activities of virtual teams in support of opportunities
    • Works in the utility industry on a defined set of accounts ranging from large global enterprises to mid-tier in the designated territory
    • Identifies and segments all organizations that fall into their designated territory, plans and executes sales campaigns for their territory and ensures customer satisfaction
    • Engage with customers and prospects to present and sell Oracle Utilities Global Business Unit applications. Winning new license sales revenue in line with targets.
    • Works with appropriate Oracle Partners
    • Works with other Lines of Business (LOBs)

    Responsibilities/Accountabilities

    • Developing a strategy and sales plan to address the designated accounts / territory
    • Strong focus on account selling – identify value proposition; whitespace; proactively propose applications to account
    • Identify and grow partnerships to successfully address client’s needs and create differentiators
    • Generating and following up on leads.
    • Marshalling internal and Partner resources to conduct the sales process.
    • Identifying and working with the appropriate people in Oracle and the Customer.
    • Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle.
    • Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the territory / industry.
    • Maintaining an awareness of Oracle Utilities' current and future Application products and services.
    • Actively maintaining a depth of product knowledge of Oracle solutions in the Utilities market.
    • Research and communicate current industry trends, drivers and potential
    • Communicate the benefits of Oracle value propositions to the market
    • Work with appropriate people to co-ordinate marketing activities in order to generate leads
    • Create and manage bids teams
    • Produce an accurate weekly / monthly forecast and pipeline
    • Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
    • Establish and maintain contractual agreements between Oracle and the Customers
    • Maintain customer satisfaction in with accounts throughout and beyond the implementation
    • Operate in line with Oracle's business processes and procedures
    • Deliver and co-ordinate customer presentations and demonstrations
    • Attend Industry forums

    Job Requirments

    • 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 sales experience.
    • Successful sales track record.
    • Ability to penetrate accounts, meet with stakeholders within accounts.
    • Oracle knowledge and/or knowledge of Oracle's competitors.
    • Interaction with C level players.
    • Team player with strong interpersonal /communication skills.
    • Excellent communication/negotiating/closing skills with prospects/customers.
    • Travel may be needed.
    • Bachelor degree or equivalent.

    Method of Application

    Interested and qualified? Go to ORACLE career website on oracle.taleo.net to apply

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