Main Responsibilities:
The position’s primary responsibility is to generate new business and new logos in the Technology Consulting Services Sub Saharan Africa region. The candidate will develop revenue-producing relationships with decision-making CxO level executives; drive the sales from initial prospect communication through contract execution working with business development & solution architecting teams, from an opportunity to contract signature.
Responsibilities include:
Orchestrates and leads the execution of the account strategy, incorporating sales, services, marketing, product and support for other Oracle organizations
Work closely aligned with the Account Executives in the sales teams, plus the Regional Sales Directors, to ensure appropriate alignment and use of extended customer network
Establish a robust governance model between Sales (Account Executives) & Services, with clearly articulated plans to develop the new additional pipeline for the business
Accountable for day to day activities of the Customer Base and Customer Success teams, on the account for customers in production
Provide oversight for sales handover to delivery customers while in the initial deployment phase
Coordinate all customer-facing functions outside of ticket generated support requests and direct implementation activity. This will include Executive Sponsor Engagement, regular visits or calls and any sales related communication for Consulting
Complete the long-term business strategy plan
Find opportunities alongside XLoB teams and then facilitate the journey from a pipeline to delivery and attachment to pivotal initiatives such as Evolve services
Develop long term C-level relationships; create and lead a robust joint governance model; act as the primary point of contact for sales engagement
Lead integrated account planning and ensure Oracle’s footprint is expanded with the involvement of all relevant business areas and partners
Proactively identify customer problems and direct the customer towards self-sufficient Oracle solutions
Drive Product and Services adoption and protect Services revenue
Provide leadership around Value Management and Realization exercise outcomes, enabling connection of the Value Realization
Quality Assurance of Proposals, sales material and services contract and amendments before the final release
Prospecting, identifying and closing new business and new logos
Generate new revenue from logos won
Attaining sales/revenue goals for the consulting sales team – (including Evolve – Life cycle Managed services)
Contributing and consuming sales, delivery and contracting IP
Coordinating with Matrix domain and Industry team to assign the best possible teams from engagement to delivery
Working with the MEA unified approach to achieving the organization’s goals in the account
Demonstrated ability and maturity to sell and establish relationships with C-Level executives
Ensuring a high level of customer satisfaction
Ability to work with XLob team members and foster a trust relationship with Applications and Technology sales teams as well as Apps Consulting, ACS , LIFT , Pharos and GSC
Contributing to accurate forecasting and sales CRM data quality throughout the sales cycle
Key Objectives:
Strategic focus on our highest Cloud revenue accounts
Account planning to support OC and our Customers’ objectives
Management of feature adoption blueprint, to support up-sell / expand opportunities
Collaboration and innovation in the creation of IP
Improved Executive and individual contributor alignment
Active contribution in achieving set quarterly and annual bookings targets for Cloud, (PaaS and IaaS) including critical initiatives such as Evolve, SOAR and Technology Improve
Experience Guidance:
10 Years of Industry experience (predominantly in Account Management/customer-facing roles) in Kenya and Sub-Saharan Africa.
Experience in hunting new logos/ account management/customer-facing roles for large global outsourcing companies.
Experience in farming/harvesting in existing accounts
Extensive business experience in Sales and Consulting with sophisticated business IT solutions
Deep industry/domain expertise
Proven experience in comprehensive account management, leading account and delivery teams
Experience with long term planning of resources, technology and accounts
Ability to lead/prioritize multiple customer demands balancing customer satisfaction with revenue and profitability targets
Willingness to operate and assist at any level when required
Leadership abilities to empower and lead a matrixed team of individuals at multiple levels within an organization
Exceptional communication skills
Good understanding of contracting and privacy laws
General knowledge of software license contracts and delivery of associated services
Experience in complex negotiations
Extensive knowledge of the global professional services delivery model. Including services contracting and risk management processes
10 Years plus strong Oracle Cloud IaaS and PaaS and e-Business Suite product knowledge, project management, product architecture and implementation experience
A strong record of sales success and exceeding targets is preferred.
Excellent communication skills – both written and verbal.
Excellent Team player
Ability to operate in an undefined environment
The CEM is a field role, and the candidate is expected to spend a significant portion of their time meeting with clients face to face across Sub Saharan locations
The candidate will be required to do forecasting, prepare bids, negotiate, and lead the sale cycle.
BE, BS or BA in related fields. A Master of Business Administration (MBA) Degree is highly preferred.
Highly Desirable Skills:
Oracle product implementation experience (Understanding of project and delivery lifecycle)
Oracle Consulting Bid and contracting experience
Oracle product certifications and architecture knowledge
Proven deal closure and contracting skills
Apply via :
oracle.taleo.net
