Territory Sales Manager

GOAL:
To develop and maintain the long-term relationship between Oracle and designated customers to support revenue growth. Works towards an allocated License Sales Revenue target.
SCOPE:
Reports to Applications Sales Director
Has no direct reports, but leads the activities of virtual teams in support of customers
Works in a designated industry on a defined customer list and cooperates with his Technology Sales Representative counterpart as well as Senior Apps Account Manager
Works to identify and cover all organisations (including existing Oracle customers) that fall into their designated account list focusing on building a strong pipeline and closing opportunities in a timely fashion in Gulf region.
Works with appropriate Oracle Partners, i.e. resellers, SI’s, ISV’s, technology partners and alliances
Works with Pre Sales, Marketing and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts
Works towards an allocated License Sales Revenue target
RESPONSIBILITIES:
Winning new ERP / CRM /HRM /HCM license sales revenue in line with targets
Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
Developing a strategy and sales plan to address Sector requirements
Developing profiles of targeted accounts
Defining appropriate Enterprise Sales Industry Value Propositions
Driving the implementation of sales and marketing campaigns
Generating and following up on leads
Qualifying leads and prioritising opportunities
Marshalling internal and Partner resources to conduct campaigns
Identifying and working with the appropriate people in Oracle and the Customer
Developing, extending and maintaining relationships with the appropriate staff
Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
Working with, and influencing the activities of Oracle Partners as appropriate
Maintaining an understanding of Oracle’s strategic direction and interpreting its relevance to the industry sector
Maintaining an awareness of Oracle’s current and future application/technology products and services
Maintaining an understanding of competitive activity relevant to industry sector
KNOWLEDGE AND COMPETENCY REQUIREMENTS
At least 7 years of sales experience in the enterprise IT sector , covering large accounts/ complex deals
Proven track record of selling large applications deals in Kenya
Capacity to comprehend the strategic issues of selling Enterprise applications, including ERP, CRM and HRM/HCM
Fluent in English is a must
Demonstrable overachievement of revenue goals
Strong desire to overachieve revenue goals
Strong sales skills; including business justification, negotiation and closing
Understanding of the enterprise software market
Willing to travel on frequent basis
Self starter, fast learner and hungry for knowledge and information
Fully aware of technology trends, industry standards and terminology
Excellent account management and organisational skills
Team player
Go ahead, amaze us.
When you provide the world’s most complete, open, and integrated business software and hardware systems and work with all 100 of the Fortune 100, you have pretty high standards. That’s why at Oracle, we seek only the top sales talent to join our team. In return, we provide the opportunity for you to showcase your talent as you enjoy the rewards of selling technology that is the envy of the industry. Join us and be part of the best sales force in the business.
Change is good. This change is even better.
If you feel like you’ve hit the ceiling of your current job, join the company whose potential is virtually limitless. Oracle is the global leader in advanced business software, hardware and middleware solutions. In fact, we help drive the success of all 100 companies in the Fortune 100. If you’re a highly ambitious sales professional looking for more from your career, we’d like to help drive your success too.