Applications Sales Representative at Oracle

About the Job

• 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.
• Oracle Utilities delivers proven software applications that help utility companies of all types and sizes achieve competitive advantage, business performance excellence and a lower total cost of technology ownership.
• Oracle Utilities integrates industry-specific Customer Care & Billing, Customer Cloud Service, Network Management, Work and Asset management, and Meter Data Management applications with the capabilities of Oracle's industry-leading enterprise applications, business intelligence tools, middleware, database technologies, as well as servers and storage.
• The software enables customers to adapt more nimbly to market deregulation, meet ever-evolving customer demands and deliver on environmental conservation commitments.
• The Oracle Utilities Global Business Unit (UGBU) enhances the Oracle brand by delivering best of breed business solutions and professional services to the Utility industries around the world.
• Our customers value us above all other competitors because of our thought leadership, understanding of their needs, talents and superior ability to provide world-class solutions for the challenges they face. Our customer relationships can be leveraged by all of Oracle to grow Oracle's relevance in our industries.

Detailed Description

• 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.
• Acknowledged authority within the Corporation.
• Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology.

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)

Products and Solutions Sold Under this role:

• Entire Oracle Utilities Global Business Unit product portfolio, please click on hyperlink to review Products by Category.

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 Requirements

• Bachelor's Degree or equivalent.
• 12 years applicable experience including 9 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.

Essential Skills:

• Proven track record in selling software applications / services to utilities companies/ public sector in Western, Eastern Africa.
• Excellent track record of meeting targets.
• Demonstrated ability to close large complex deals.
• Proven track record in building relationships at all level within utility companies
• Influencing and negotiating skills.
• Strong knowledge of the utility industry drivers in Western, Eastern Africa.