Jobs Kenya

Company Details: Company Information Oracle Corporation is an American multinational computer technology corporation, headquartered in Redwood City, California.

  • Advanced Customer Services Pre-Sales Solution Manager

    Advanced Customer Services Pre-Sales Solution Manager

    Job description
    Oracle Managed Cloud Services/ Advanced Customer Services (MCS/ACS) – Pre-Sales Solutions
    The merger of Managed Cloud Services and Advanced Customer Services opens up a Pre-Sales Solution management opportunity in Riyadh. This an exciting time to join a rapidly evolving part of the Oracle Organization, both OMCS and ACS are recognized as global leaders in IT service delivery and supports a growing list of clients seeking to lower their total cost of ownership and to maximize the value they derive from their investment in IT.
    Job Description
    Pre-Sales Solution Managers play a key role in the attainment of new customers by leading the development of complex solutions that are both operationally and commercially sound. They work closely with customers and Oracle sales and delivery teams. They will drive solutions utilizing a matrixed team of Subject Matter Experts on Applications, Technology, Security, Functional Services and other Solution teams. They have detailed knowledge of OMCS/ACS services, Oracle products and services from other lines of business, third party products and services, contracts and cost modeling. Pre-Sales Solution Managers convince customers of the benefits of the solution and its effectiveness in meeting their requirements. The role requires interaction with senior customer contacts – CIO, CFO, Operations Managers, Consulting and Legal Firms – and internally with Oracle management at all levels.
    In Summary:
    Location: Nairobi, Kenya
    Travel: Travel to main centers – Kenya, Ghana, Ethiopia, Uganda, Nigeria – with potential travel across Africa
    Area of responsibility: Pre-Sales
    Reports to: Global Solution Center Regional Manager
    Responsibilities

    Customer facing, liaising directly with customers to determine the customer’s requirements
    Builds customer loyalty through achieving a trusted advisor relationship
    Work closely with the Sales Representative and the customer to create customer-specific solutions that address the needs of the customer
    Use strategic and tactical thought to create cost and risk models that balance the needs of the customer and Oracle
    Applies consultative selling techniques to advance opportunities
    Work with other Lines of Business (LOBs) on individual opportunities and general cross-line-of-business initiatives
    Where appropriate work with Oracle Partners, i.e. resellers, SI’s, ISV’s, technology partners and alliances
    Manage approval of the complete operational solution through Oracle’s approval process
    Manage multiple approval cycles with speed and effectiveness to achieve deal timelines
    Prioritize, communicate and mitigate issues and risks with internal stakeholders
    Present the solution and value proposition to the customer
    Provide smooth and efficient transfer from pre-sales to delivery teams

    Requirements

    Leadership
    Team player
    Strong sales and negotiation skills
    Strong ability to build relationships
    Personal drive, tenacity and energy
    Results oriented
    Excellent communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations – comfortable presenting to both small and large audiences
    Demonstrates professional & technical depth and credibility
    Highly organised, self-motivated and able to work with minimal supervision
    Ability to deal with and manage highly complex situations and environments
    Outstanding written and oral communication skills – English language is essential, multiple languages desirable
    Innovative and creative with resourcefulness in solving complex problems
    A general understanding of Oracle Applications and implementation methodologies
    In-depth knowledge of OMCS value proposition and services (Preferred)
    2-3 years pre-sales solution-oriented experience or Oracle Applications Technical Project Management experience

    Domain expertise:

    Oracle application, middleware and database product – essential
    Oracle systems products, including but not limited to Engineered Systems – desirable
    Oracle services – highly desirable
    Technical expertise in one or more Oracle MCS/ACS domains – – highly desirable
    IT Service Management – highly desirable
    IT Project Management – highly desirable
    IT Enterprise Architecture – highly desirable
    IT Service pricing and contracting (as an external service provider)
    Ability to translate customer needs into Oracle MCS/ACS solutions

    Qualifications:

    10+ years relevant experience
    Honours Degree or equivalent
    Excellent industry knowledge
    Previous Pre-Sales and/Or Consulting background

  • Business Development Director – SSA

    Business Development Director – SSA

    Job description
    The primary objective of the Business Strategy Director will be to engage with marquee accounts in order to help our customer to create new digital front office experiences based on the Oracles Cloud portfolio (cloud.oracle.com).
    The goal will be creation of pipeline opportunities, the support of the subsequent sales cycles and driving the adoption and expansion of the Oracle footprint in conjunction with other field sales teams. Your domain and industry expertise will be key to create and enrich the quality of the interaction with key decision makers, the definition of the solution and the articulation of the business value. Projects will be transformational in nature requiring good consultative skills, domain expertise, business acumen and creativity. You are also expected to lead and inspire internal communities, keynote at marketing events, and evangelize the market through digital thought leadership.
    This position requires you to:

    Be passionate and proficient in digital front office technologies and able to contagiously transmit your enthusiasm to those you interact with.
    Understand the value chain in which your customers operate so to spot breakthrough opportunities, identify and articulate their value and assist in delivering these to contract signature.
    Be innovative, fast and pragmatic, bringing the ethos to a matrix organization in conjunction with technical field experts, management consultants, marketing directors, sales development leads and product development.
    Be a leader by example a team player by nature, often being the first to make a step forward.

    The area you will cover, the position you will hold, the environment in which you will work are changing at a fast pace: you will therefore want to be thrilled by facing a certain amount of unpredictability which you will consider as your chance to affect the future. The work requires you to travel for customer interactions while virtually working with the supporting functions.
    The ideal candidate will have:

    Extensive years of experience with a premier Management Consulting firm, you will have attained the level of Principal or above.
    Significant amount of experience with industry leading companies in a functional management role.
    You will need to have in depth knowledge of working in and understanding the Telecom Digital agenda, and can provide CEO/ CIO level advice on how technology would play into their strategic agendas
    Will have an MBA from a top-tier business school. An undergraduate degree in a quantitative field would be preferred.
    A proven ability to lead and run teams across multiple locations.
    Further, he/she will have complete fluency in English.
    Financial modeling, benchmarking and quantitative skills and experience developing and defending large-scale capital appropriation requests
    Knowledge of IT operational technology process standards as well as working knowledge of IT architecture choices and IT Infrastructure Strategy including Hardware.
    Understanding of the cloud industry, and have helped companies develop their cloud strategy
    Proven aptitude to work in, and lead, a virtual team environment and ability to build consensus

    Key job responsibilities include:

    Lead multi-LOB engagement teams with senior experts from sales, pre-sales, consulting, and solution architecture to help shape and drive large technology opportunities
    Participate in and/or ensure quality in customer engagements with the most strategic customers and deliver high impact in the form of increased customer satisfaction and better opportunities for Oracle
    Provide direct deal support by leveraging knowledge of IT specific issues and solutions, management consulting skills and analytical abilities in identifying key strategic drivers for CIO’s, assessing process capabilities and developing business value propositions for IT capability enhancement
    Integrate knowledge of IT best practices, customer operational objectives and strategic IT objectives to define a clear IT strategy, solution architecture and roadmap with actionable value communication and enable a superior customer experience
    Contribute to team’s thought leadership by constantly synthesizing the customer experiences into content and methodologies that can be leveraged
    Demonstrate outstanding analytical and problem solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies
    Work in an international team of many cultures with a very high flexibility and will to work with clients anywhere.

  • Senior Sales Executive – Oracle Utilities – Southern and Eastern Africa

    Senior Sales Executive – Oracle Utilities – Southern and Eastern Africa

    Job description
    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.
    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

    ESSENTIAL SKILLS

    Proven track record in selling software applications / services to utilities companies/ public sector in Southern and 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 Southern and Eastern Africa

  • Key Account Director

    Key Account Director

    Job description
    The Oracle Key Account Director owns overall leadership for an Oracle Key Account (one of Oracle’s top revenue producing and market leading accounts), across all products, services and support, on a worldwide basis. The Key Account Director (KAD) is the day-to-day senior Oracle executive responsible for success at the Key Account. The KAD is chartered to develop and drive execution of a multi-year KA strategy. The KAD is also responsible for worldwide communication inside the Oracle global organization as well as all organizations within the Key Account. The KAD must develop deep customer and industry knowledge and then influence the Key Account through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic partner that enables key customer initiatives and transformations, increases customer satisfaction, and grows Oracle revenues.
    Job Description
    The KAD is Oracle’s primary leader and sponsor for the customer, responsible for overall account growth and customer satisfaction by managing key relationships and ensuring the customer achieves value from Oracle solutions. Key responsibilities include leading developing & owning the account strategy, aligning and managing the sales team, driving effective account management processes, tracking and communicating progress, and growing Oracle’s revenues across the full breadth of Oracle products/ solutions for the Key Account.
    Key objectives of this job include:

    Grow Oracle’s mindshare, cross-pillar revenue, and share of wallet with the Key Account.
    Understand the Key Account business requirements and develop “tailored” Oracle solutions.
    Introduce the Key Account to Oracle solutions & products that match known and potential business needs.
    Successfully establish the Key Account as a positive Reference Account.
    Demonstrate measurable progress towards an “Oracle First” relationship.

    Key Responsibilities

    Develop and maintain the multi-year strategic account plan for the Key Account to meet or exceed customer objectives and Oracle sales goals. Revise the account strategy and plan to ensure they fit the continuously changing key account needs and priorities.
    Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations and partners.
    Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Key Account requirements are represented.
    Manage the interface between the Key Account and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence.
    Articulates both Oracle and Key Account value proposition to C-level management within both Oracle and the Key Account.
    Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives
    Create a quarterly business review cadence with KA Sponsors to track our progress on aligned focus areas / work streams and other interactions.
    Maintain regular communications with the worldwide core sales team and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration.
    Facilitate regular progress meetings with key customer executives and sponsors to validate our progress and plans.
    Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the key account on a regular, scheduled basis.
    Owns escalation issues for the Key Account on a worldwide basis and drives those escalations to closure while creating a high level of customer satisfaction for the Key Account and a win-win environment for the Oracle resources involved in the day-to-day operation of the Key Account.
    Develop and execute an interaction plan to address the executive suite, line of business organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought-leaders as needed to provide value to the customer.
    Build relationships with the customer’s executive team, earning a reputation as one of the Customer’s trusted business advisors.
    Demonstrate a high level of business acumen and thorough understanding of the customer’s business, organization, strategy and financial position.
    Demonstrate value- and trust-based selling skills with a deep understanding of the customer’s needs and Oracle’s capabilities.
    Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address customer needs.
    Integrate Oracle in front of the customer providing a “one face, one Oracle” strategy for the customer.
    Understand Oracle’s strategies and how these translate into solutions that address customer needs.
    Maintain a thorough understanding of the customer’s industry, including trends, business processes, financial measurements and performance indicators, and key competitors.
    Manage and develop a team of sales representatives.
    Sell and promote the sale of Oracle products including contract negotiation.
    Drive strategic and tactical planning for the account.
    Generate and achieve accurate monthly forecasts.
    Conduct weekly progress meetings with the key account sales team.

    Required Skills

    Leadership

    Ability to lead and influence across a geographically dispersed team without having a direct reporting line.
    Ability to lead and influence C-level executives of Oracle Key Accounts.

    Attention to Detail

    Follow detailed procedures and ensure accuracy in documentation and data.
    Concentrate on routine work details and organize and maintain a system of records.

    Business Acumen

    Sufficient business acumen to establish authority, gain confidence, and build trust through a significant understanding of the Key Account’s business strategies and industry trends, when positioning Oracle’s organization and capabilities.

    Communication skills

    Able to clearly express complex ideas, both in writing and verbally, to any audience.
    Demonstrates an ability to anticipate, and respond to, reactions, attitudes, views and feelings of individuals and groups.
    Adapts presentations to the audience.

    Conflict Management

    Able to use a win-win approach to resolve controversy.
    Able to be consistently objective and fair when dealing with sensitive situations.
    Able to maintain constructive working relationships despite disagreement.
    Decision Making & Problem Solving
    Able to take action in solving problems while exhibiting sound judgment and a realistic understanding of issues.
    Able to review facts, weigh option, and use logic when dealing with emotional topics.

    Influence and Persuasion

    Able to convince others in both positive and negative circumstances.
    Able to express ideas and options with tact.
    Comfortable expressing new ideas to authority figures.

    Integrity

    Able to maintain confidences.
    Fosters an ethical work environment.
    Prevents and curtails inappropriate behavior by coworkers.
    Give proper credit to others.
    Handles all situations honestly.

    Teamwork

    Able to share due credit with coworkers.
    Displays enthusiasm and promotes a friendly group working environment.
    Works closely with other departments as necessary
    Supports group decisions and solicits opinions from coworkers.

    Negotiation

    Able to obtain agreement from multiple parties.
    Understands the decisions process and stakeholders and can drive process forwards
    Able to earn trust while working out a deal.
    Uses good timing and carefully calculated strategies when bargaining.
    Communicates the high value of services.
    Identifies hidden agendas that might interfere with resolution of terms.
    Planning, Prioritizing & Goal Setting
    Able to prepare for emerging customer needs.
    Able manage multiple projects concurrently

    Global Citizen

    Working knowledge of other world regions, cultures, languages, economies, business practices.

    Relationship Management

    Able to develop rapport with others and recognize their concerns and feelings.
    Able to build and maintain long-term associations based on trust.
    Develops and maintains significant high-level customer executive relationships.

    Experience Requirements

    10+ years selling and account relationship management experience with major accounts.
    10+ years selling hardware and/or software.
    History and track record of achievement of revenue objectives.
    Track record of business/account plan development and execution.
    Cross-LOB team management experience – international team management is a plus.
    Undergraduate degree in business or a relevant field. Masters degree is a plus

  • Technology Sales Intern (Oracle Internship Program Kenya) Applications Sales Intern (Oracle Internship Program)

    Technology Sales Intern (Oracle Internship Program Kenya) Applications Sales Intern (Oracle Internship Program)

    Oracle and the Cloud
     
    At Oracle, we are technologically curious, socially savvy and environmentally conscious. We leverage our next-gen work environments to deliver first-class experiences to customers and our internal teams. With a focus on reaching their full potential, our interns leverage powerful training and development programs that enhance their skillsets and prepare them to meet the needs of today’s successful businesses.
     
    Our Cloud focused teams are at the frontline of a massive digital transformation that’s changing the way the world does business. Our teams have an inquisitive mindset to truly understand business priorities and opportunities. Our teams help our customers future-proof their business.
     
    If YOU hold a winning attitude and have the passion & hunger to help Oracle in our quest to be the The No. 1 Cloud Company, then we want YOU!
     
    Oracle Innovation
     
    Oracle is leading the digital transformation, enabling customers around the world to transform their businesses amid the cloud revolution.  With our extensive, world-class product portfolio we offer THE most complete & integrated cloud platform in the world.
     
    Oracle Culture & Community
     
    Work with the industry’s sharpest minds in an exciting environment.
     
    At the heart of Oracle’s success is a rich culture of innovation, entrepreneurship, and learning that has produced the most talented teams and respected products in the industry. We aim to ensure that every intern reaches their full potential and has what they need to achieve success. Part of that comes in the form world class training programs and skills building initiatives. But that’s only half of the equation. What really sets us apart is our focus on bringing together a diverse group of people to work in an exciting environment, learn from one another and have a positive impact on their communities through our different programs.
     
    What we are looking for:

    Business degree (bachelor/MBA or equivalent qualification)
    Fresh/recent graduate
    Fluent level of English

    Skills:

    Excellent communication skills
    A high level of energy,  self drive, enthusiasm, commitment and achievement-orientation
    Negotiation and persuasion skills and an overall business oriented mindset
    Eagerness to learn and thrive in a faced paced environment
    Genuine interest for latest technology trends and cloud computing concept

    Your responsibilities:

    Actively develop a depth of product knowledge in the designated Oracle Cloud range: PaaS
    Shadowing your team and specified groups in order to increase experience and knowledge
    Develop awareness of all relevant competitive products on the market
    Attend sales meetings and is actively involved in the sales cycle, in order to address the business needs and to best position Oracle’s Technology portfolio
    Learn how to present and articulate Oracle products’ strengths relative to competitors’

    Oracle is committed to hiring Top Talent in our Internship Program and to developing and mentoring individuals to meet their potential and reach their career goals.  We are looking for dynamic, high performing individuals who thrive on the challenge of working in a fast moving environment and who have a passion for technology and how it can help businesses succeed.

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  • Receptionist/ Meeting Room Co-ordinator

    Receptionist/ Meeting Room Co-ordinator

    JOB DETAILS
    We are currently recruiting for a Receptionist/ Meeting Room Co-ordinator to join our team in Nairobi, Kenya. We are looking for someone that is super friendly and loves people.
    Responsibilities:

    Open the reception area promptly at designated opening time and secure the reception area after closing time
    Answer and direct all calls in an efficient, accurate, professional and pleasant manner
    Greet and assist all visitors
    Maintain and distribute visitor security badges in accordance with security policies
    Understand and follow office security procedures.
    Notify recipients upon receipt of faxes, tickets and other deliveries
    Place faxes in employee mailboxes during of business day
    Maintain conference room schedules for the facility
    Sort and distribute all incoming and outgoing mail and deliveries
    Relief switchboard duties
    Relief meeting room concierge
    Housekeeping of meeting/board/demo rooms.
    Verify receipt of all deliveries prior to signing vendor delivery tickets/logs.
    Maintain accurate mail distribution records; package recipients need to sign for deliveries.
    Keep accurate log of deliveries for review by office manager or facility manager
    Secure all deliveries as required.
    Conflict management: Report problems as required, resolve or coordinate resolution for all conference scheduling conflicts.
    Ensure all equipment is operational; report & observe repairs as required.
    Welcome all visitors to Oracle
    Must be friendly and a peoples person
    Must have customer care experience
    Assist with the bookings of meeting rooms for internal staff and external partners and customers
    Liaise with cleaning staff to ensure that housekeeping of all the meeting rooms are done and the waiting area is clean
    Liaise with the canteen to ensure that all catering orders arrive on time
    Managing of all meeting rooms
    Assist with Conference calls when the need arises

    Requirements:

    2 Years reception/similar exp
    Ability to work under pressure
    Excellent English communication skills, both written & verbal.
    Computer Literate – Excel, Word, PowerPoint, Outlook.
    Ability to work independently with minimal supervision and handle multiple tasks
    Excellent customer service skills and verbal communication skills
    Demonstrate operating knowledge of office equipment.
    Well-groomed and friendly at all times.
    As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

    Detailed Description and Job Requirements

    Responsible for answering the phone and assisting Oracle customers.
    Acts as a team lead for other information coordinators.
    Information coordinators are an integral part of Corporate Services providing the dissemination of information to visitors and fellow Oracle employees.
    Answers the main switchboard and greets visitors.
    May have the opportunity to work on departmental projects.
    May develop relationships which may lead to career advancement upon satisfactory completion of the eighteen month commitment.
    Works on assignments that are semi routine in nature where the ability to recognize deviation from accepted practice is essential. Follows standard practices and procedures.
    Normally receives detailed instructions on routine work and new assignments.
    Exceptional customer service and interpersonal skills.
    Leadership skills. Strong written and verbal communication skills.
    Proficient typing and computer skills. Ability to organize, prioritize, and manage multiple tasks simultaneously.
    Team player. Strong attention to detail.
    Preferred Qualifications: BA/BS degree or equivalent 0 – 2 years of related experience.

  • Cloud Platform Senior Account Manager – Kenyan market

    Cloud Platform Senior Account Manager – Kenyan market

    Job description
    Responsibilities

    Develop opportunities and maintain customer relationships in the defined customer territory
    Presenting Oracle solutions in front of strategic customers and key decision makers in the Kenyan market.
    Building and maintaining relationships at all relevant levels within the client including C-Level people
    Develop sales plans that provide territory and sector specific coverage
    Collaborate effectively in a matrix organization and across LoBs
    Work with approved partners to define, recommend and drive sales
    Understanding and representing business strategy (business objectives, business drivers, business relationships, key performance indicators, industry drivers etc.)
    Leading the formulation of cost/benefit analysis, TCO and ROI cases
    Advising customers on how Oracle is positioned relative to the competition on key IT issues
    Take part in account planning, customer/market analysis and strategy sessions

    Job Requirements

    Experience in Cloud technologies and Enterprise solutions
    Extensive Market Experience
    Technology Enterprise Software product knowledge, good understanding of Data Center technologies. Oracle’s technology knowledge will be considered an asset.
    Deep knowledge of competition in the areas of Cloud and Enterprise Solutions
    Personal: Creativity, Credibility, Personal Drive, Influencing and Negotiating, Problem Solving
    Inter-personal: Building Effective Relationships, Customer Focus, Effective Communication
    Proven achievements regarding sales targets, forecast accuracy and prioritization
    Proven capacity to create, maintain and develop account plans and sales plans
    Excellent communication skills and especially strong writing skills
    Fluent English

  • Regional Enterprise Architect for Financial Services Industry – Africa Cluster Key Account Sales Representative

    Regional Enterprise Architect for Financial Services Industry – Africa Cluster Key Account Sales Representative

    Preferred Qualifications
    Enterprise Architect Pre-sales Consultant (FinancialServices Industry)
    Oracle Solution Architects bridge the gap between business and technology –speaking the value language of business and technology with ‘C’‐level individuals. They combine a deep understanding of technology, applications, FSI industry best practices, business processes and architectural patterns to drive IT transformation initiatives that meet the business objectives of our customers. Ability to engage in convincing conversations on Digital Transformation at Board levels of commercial and central banks is a key requirement for this position.
    Ideal Candidates will be seasoned senior level professionals who not only possess deep experience with FSI business transformation but also significant experience in designing solution architectures in hybrid cloud models.
    The role is predominately a Pre­Sales role, an intrinsicpart of the Sales team and have a single focus on positioning Oracle’sSolutions at the heart of the largest Transformation projects in FSIorganisations. Common customer opportunities and projects will include but arenot limited to Cloud adoption, consolidation, big data initiatives, businessintegration and customer experience management.
    Responsibilities

    Provide support as Solution Architect tomultiple sales teams and lines of business (both proactive and reactive)to identify the best Oracle solution for their customer’s business needsand to position Oracle’s Technology & Cloud Strategy and Solutions as key differentiatorin sales cycles;
    Engage mostly with C-level and Boardlevel at customers by translating their business needs into appropriateOracle solutions;
    Present and articulate features andbenefits of Oracle technology solution to business and technical customers;
    Create and deliver presentations,customized demonstrations, seminars and workshops to customers and partners,as well as public events;
    Setting up and leading diverse teams (local / remote,technical / non-technical profiles), in order to address high-profile salesengagements from a pre-sales point of view
    Design, plan and deliver SolutionDemonstrations, Proofs of Concept and Benchmarks.
    Become the technical solution expertfor a designated solution area;
    Contribute technical responses forInvitations To Tender (ITT), Requests for Information (RFIs) and Requestsfor Proposal (RFP);
    Define infrastructure architectures andsolution proposals, using Value Selling techniques;
    Recognize and communicate opportunitiesto up sell based on solutions insight;
    Keep abreast of all new products,market trends, future directions and the competition for areas of focus;
    Maintain up to date, relevant knowledgeof competitive solutions and winning strategies;
    Actively develop product expertise;
    Ongoing education and training of thesales force on Oracle technologies and solutions;
    Document and share lessons learned andbest practices;
    Collaborate with other pre-sales teamsto drive business results, enhance win rates and better customerpropositions;

    Requirements:
    We are looking for a professional with solid experience as Enterprise Architect , able to understand the customer issues in the software infrastructure space, to design solutions that match the evolving market needs and with a deep competence in all the technologies typically involved in a modern architecture for the digital transformation and roadmap to cloud.
    Knowledge and background in enterprise scale infrastructure architecture, data architecture, middlewarearchitecture, cloud architecture (IaaS & PaaS), and specific Oracle technologysolution offerings is strongly preferred.
    Otherskey requirements are:

    Self-motivated and able to work on own initiative, as well as be astrong contributor in a team environment;
    Natural drive to learn and pick up new challenges;
    Creative, innovative and analytical thinker with a proven abilityto translate complex business needs into feasible, valuable solutions;
    Effective at communicating with excellent presentation skills;
    Good at building strong relationships within Oracle, with partnersand with key stakeholders in customers;
    Strong at planning and organizing with a very good ability to meetproject deadlines;
    Knowledgeable of sales methodologies, processes and disciplines andhave the ability to positively contribute towards sales processes;
    Results orientation, not satisfied until the job is done with theright quality;
    Initiative, signaling areas for improvement and propose suggestionspro-actively;
    Energetic, driven, and positive personality;
    High degree of personal motivation, enthusiasm and commitment;
    Passionate for technology.

    Skills required:

    Detailed understanding of the FSI industry
    Wide background including architecture, implementation and deliveryof large‐scale hardware and software systems in real­world situations
    Wide background including architecture, implementation and deliveryof different Cloud projects in real­world situations (Lift & Shift,Cloud Native Development, Cloud Security, Hybrid Cloud integration etc.)
    Wide knowledge of IT market and trends
    Knowledge of full or partial Oracle stack (ideally) – database,middleware and applications
    Knowledge of different Cloud Providers stack (ideally)
    Specific knowledge of Oracle industry solutions is an advantage
    Detailed knowledge of architectural approaches includingconsolidation, cloud computing, virtualization, disaster recovery,information management, big data, java applications, Oracle and non-Oracleapplications
    Significant C­level presentation experience

    Detailed Description and Job Requirements

    Provides direction and specialist knowledge in applying the technology/application to client business.
    Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

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  • Technical Cloud Advisor

    Technical Cloud Advisor

    Job Details

    Provides direction and specialist knowledge in applying the technology/application to client business.
    Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.
    As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction.
    Acts as a technical resource and mentor for less experienced Sales Consultants.
    Focuses on large or complex sales opportunities that need creative and complex solutions.
    Develops productivity tools and training for other Sales Consultants.
    Develops and delivers outstanding Oracle presentations and demonstrations.
    Leads any and all aspects of the technical sales process.
    Advises internal and external clients on overall architect solutions.
    Leading contributor individually and as a team member, providing direction and mentoring to others.
    Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.
    3 years vendor (sales and marketing) experience.
    7 years business experience with relevant computer applications or database/tools.
    Ability to implement the most advanced product features.
    Thorough knowledge of system and application design.
    In depth knowledge of competitors.
    Demonstrated project management skills.
    Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques.
    Ability to persuade others through presentations, demonstrations, and written communication.
    Ability to travel as needed.
    A/BS degree or equivalent, advanced degree highly desirable.

  • Support Renewal Senior Manager

    Support Renewal Senior Manager

    INTRODUCTION

    Will be based in Nairobi- Kenya, will be responsible for the Sub-Saharan Africa region and will report to the Support Vice President for Africa & Levant.
    The role of thePremier Services Renewal Manager is to make sure the Renewal business runsefficiently, effectively and smoothly in his/her assigned region, and makes ita customer enhancing experience.
    Manages, protectsand develops the Premier Support contract base in order to meet the bookingsales targets and specific KPI’s. One of the key objectives being to achieve100% on time renewal rate.
    Leads a team of NationalAccount Managers and customer Success Managers based in Kenya and various othercountries.
    Works closelywith Digital Renewal Centre (DRC, a Telesales organization), country LicenseSales and ACS Sales teams and Management and Field Operations, in order tooptimize “on-time” renewals and revenue recognition.
    Will be requiredto travel to countries within Sub-Saharan Africa region to meet with customers,Business Partners and direct reports. With Nigeria having the largest businessin Sub-Saharan Africa, it should be expected that at least one week per monthshould be spent in Nigeria.

    COUNTRY (CLUSTER) BUSINESS MANAGEMENT AND DEVELOPMENT

    Build a TerritoryBusiness plan. Allocate territories and sales targets. Ensure smooth transitionof renewals to the DRC according to sales model. Proactively manage Salessystems & processes.
    Given thesubscription type business the main skills required are strong governance, duediligence, pro-activity, systematic working, process orientation and detaileddeal planning to meet hard deadlines.
    Ensure PremierSupport processes, business practices, procedures and policies are followed.
    Oracle Support business management is very tightand rigid meaning there is full transparency into every single deal. Oraclesets very high expectations for strong deal management including documented andagreed steps with internal / external stakeholders for signing the renewalbefore or on its due date.
    Gives feed-backto Senior Management on any systems or processes issues that could impactbusiness efficiency
    Drives changes and implementations of newprocesses.
    Strive foroperational Excellence
    PLANNING AND FORECASTING:

    Participate and provideinputs during the budget setting exercise.
    Accurately reports and forecastsagainst defined targets. Tune resources versus budget.
    Drives customer and partner education of OracleTechnical Support policies and reinforcement of the same.
    Ensures onsite Support for the remote Egyptbased DRC renewals team who is responsible for renewing small andmedium sized renewal in SSA and other clusters.
    Ensures onsite Support for the remote Romaniabased Credit and Collections team.
    Evangelize the Value of Support to Customers andPartners, minimizing risk for cancellation or late renewals.
    Collaborating with other Liens of Business (LOBs)to ensure successful transformation of customers from License to Cloud basedsolutions.

    MANAGE AND DEVELOP PEOPLE

    Provide visionand Leadership and creates motivation within the teams in order to ensure targetachievements.
    Define individualand team objectives in line with: Fiscal year budget, EMEA main objectives,published key metrics/ KPI’s for Premier Support.
    Analyze peopledevelopment needs. Develop and sustain people accordingly. Develop industriesexpertise (i.e. Public Sector).
    Regularly reviewindividual performances towards the set of defined objectives according todefined Appraisal and Personal Development Plan requirements. Providefeed-back, give clear vision on what is expected from each member of the team andmanage their performance.
    Promote PremierSupport career path and encourage career development DEVELOP PREMIER SUPPORTSALES BEHAVIOURS. Train people at promoting and selling the value of OraclePremier Support internally and externally.
    Attend Licence Sales’Key customers Account reviews. Promote Territory plans preparation.
    Encourage cultureof customer focus & develops Top accounts proximity. Acts as the point ofescalation and resolution for customer issues.
    Maintain strongrelationships with other lines of business in cluster. Promote the OracleVision. Maintain and promote an understanding of Oracle’s strategic directionand interpreting its relevance to the industry sector.
    Maintain a strongawareness of Oracle’s current and future application/technology products andservices.
    Maintain a clearunderstanding of competitive and partner activity relevant to industry sector

    Detailed Description and Job Requirements

    Drive the renewal of Oracles contracts to existing customers.
    Manages operational performance goals.
    Will be responsible for achieving monthly targets in terms of renewal rates and other productivity metrics in maximizing revenue, minimizing cancellations and backlog.
    Establish targets and territories, improve internal processes and systems to achieve operational performance that meets or exceeds goals.
    Establish and measure group goals and team performance against specific target objectives.
    Conducts regular training and mentors Renewal Reps.
    Interviews and makes hiring decisions for qualified candidates.
    Conducts performance reviews, provides career development coaching and takes necessary corrective action to address poor performers.
    Provides regular performance metrics to senior management.
    Manages and controls activities in multi-functional areas or sections.
    Ensures appropriate operational planning is effectively executed to meet business needs.
    Ability to hire and train new sales representatives.
    Ability to resolve customer satisfaction issues.
    Demonstrated leadership skills.
    Effective written and verbal communication skills, ability to present to large and small audiences.
    Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.