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
- 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.
- 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.
- 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)
- 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
- 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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