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

Support/Services Renewal Senior Manager

Job description
INTRODUCTION

Will be based in Kenya, will be responsible for the Sub-Saharan Africa region and will report to the Support Vice President for Africa & Levant.
The role of the Premier Services Renewal Manager is to make sure the Renewal business runs efficiently, effectively and smoothly in his/her assigned region, and makes it a customer enhancing experience.
Manages, protects and develops the Premier Support contract base in order to meet the booking sales targets and specific KPI’s. One of the key objectives being to achieve 100% on time renewal rate.
Leads a team of National Account Managers and customer Success Managers based in Kenya and various other countries.
Works closely with Digital Renewal Centre (DRC, a Telesales organization), country License Sales and ACS Sales teams and Management and Field Operations, in order to optimize “on-time” renewals and revenue recognition.
Will be required to travel to countries within Sub-Saharan Africa region to meet with customers, Business Partners and direct reports. With Nigeria having the largest business in Sub-Saharan Africa, it should be expected that at least one week per month should be spent in Nigeria.

COUNTRY (CLUSTER) BUSINESS MANAGEMENT AND DEVELOPMENT

Build a Territory Business plan. Allocate territories and sales targets. Ensure smooth transition of renewals to the DRC according to sales model. Proactively manage Sales systems & processes.
Given the subscription type business the main skills required are strong governance, due diligence, pro-activity, systematic working, process orientation and detailed deal planning to meet hard deadlines.
Ensure Premier Support processes, business practices, procedures and policies are followed.
Oracle Support business management is very tight and rigid meaning there is full transparency into every single deal. Oracle sets very high expectations for strong deal management including documented and agreed steps with internal / external stakeholders for signing the renewal before or on its due date.
Gives feed-back to Senior Management on any systems or processes issues that could impact business efficiency
Drives changes and implementations of new processes.
Strive for operational Excellence PLANNING AND FORECASTING: -Participate and provide inputs during the budget setting exercise. Accurately reports and forecasts against defined targets. Tune resources versus budget.
Drives customer and partner education of Oracle Technical Support policies and reinforcement of the same.
Ensures onsite Support for the remote Egypt based DRC renewals team who is responsible for renewing small and medium sized renewal in SSA and other clusters.
Ensures onsite Support for the remote Romania based Credit and Collections team.
Evangelize the Value of Support to Customers and Partners, minimizing risk for cancellation or late renewals.
Collaborating with other Liens of Business (LOBs) to ensure successful transformation of customers from License to Cloud based solutions.

MANAGE AND DEVELOP PEOPLE

Provide vision and Leadership and creates motivation within the teams in order to ensure target achievements.
Define individual and team objectives in line with: Fiscal year budget, EMEA main objectives, published key metrics/ KPI’s for Premier Support.
Analyze people development needs. Develop and sustain people accordingly. Develop industries expertise (i.e. Public Sector).
Regularly review individual performances towards the set of defined objectives according to defined Appraisal and Personal Development Plan requirements. Provide feed-back, give clear
vision on what is expected from each member of the team and manage their performance.
Promote Premier Support career path and encourage career development DEVELOP PREMIER SUPPORT SALES BEHAVIOURS. Train people at promoting and selling the value of Oracle
Premier Support internally and externally.
Attend Licence Sales’ Key customers Account reviews. Promote Territory plans preparation.
Encourage culture of customer focus & develops Top accounts proximity. Acts as the point of escalation and resolution for customer issues.
Maintain strong relationships with other lines of business in cluster. Promote the Oracle Vision. Maintain and promote an understanding of Oracle’s strategic direction and interpreting its relevance to the industry sector.
Maintain a strong awareness of Oracle’s current and future application/technology products and services.
Maintain a clear understanding of competitive and partner activity relevant to industry sector

October 25, 2024
Senior Manager – Customer Success Management, Sub-Sahara

Job description
Detailed Description and Job Requirements:

Drive maximum adoption of Oracle solution and identify/drive product expansion opportunities via high value relationship with the client.
Drive operational performance goals and will be responsible for achieving quarterly targets in terms of renewal rates to maximize revenue and minimize cancellations.
Build team, 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. Participate in strategic and tactical planning for the division.
Builds on going customer relationships to drive renewals, maximize timely renewals and up sell to the client.
Drives client issue resolution by bringing the appropriate resources in to assist or escalating to VP.
Manages and controls activities in multi-functional areas.
Ensures appropriate operational planning is effectively executed to meet business needs.
Prefer 10 years of professional experience with at least 2 years People Manager experience.
Demonstrated experience in package systems implementation (CRM, ERP, Consulting experiences) or client facing relationship experience.
Understanding of various technical architectures and operating systems.
Experience managing high level client relationships and escalations.
Industry experience is desired.

October 25, 2024
Cloud Platform Sales Director – East Africa

Job description
Reports directly to the Country Leader for Oracle Cloud Platform Kenya.
This is a very exciting time to join Oracle Cloud Platform Business in Africa. We believe that there will be significant benefits to customers for having one vendor to contact across the stack.
The modern datacenter is evolving from distinct uses of separate computing, networking, and storage products to creating much more integrated solutions. This evolution is being driven by the superior performance, manageability, and cost savings. Oracle will be the only company that brings together all of these areas with the leading enterprise software offerings. We are looking for an energetic and dynamic sales leader with experience in IT Solutions Sales to join the team to be responsible for our cutting edge solutions.
RESPONSIBILITIES:

Achieve Cloud Platform sales goals including sales revenue and margin
Lead, manage and develop a high performance sales team
To develop and manage sales pipelines, product mix, revenue and margin
To build and maintain executive customer relationships
Direct involvement with the Cloud Platform Sales teams providing end-to-end sales experience and subject matter expertise
Develop, recommend and implement a comprehensive sales strategy for the territory in agreement with regional sales management
Works with Oracle’s channel sales teams to identify, recruit and engage resellers and other partners to develop and grow a sustainable Oracle business with our partners
Collaborates with other Oracle LOB’s to create a unique value proposition for the customers
Provide accurate forecast and pipeline information
Build strong relationships with key customers and key partners
Overall responsibility for the regions sales, third party alliances, and customer satisfaction
Develops and implements a comprehensive strategy that maximizes Oracle’s opportunities across all products and product lines
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process
May manage a Regional Manager or Branch Manager
Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale
Participates in strategic and tactical planning for the division
Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans
Develops and execute a territory plan to maximize revenue
Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis
Manages escalation
Conducts weekly progress meetings with sales team
Assists in the development of short, medium, and long term plans to achieve strategic objectives
Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met

SCOPE:

Act as the Cloud Platform Sales Leader and Evangelist
Ensure account plans are in place and kept up to date for all direct touch accounts
Work with Oracle partner sales organization to ensure selected channel partners drive Oracle Cloud Platform opportunities
Facilitate knowledge transfer to customers and channel partners
Driving the implementation of sales and marketing campaigns in the territory
Marshalling internal and partner resources to conduct campaigns/ sales cycles
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
Maintaining an understanding of Oracle’s strategic direction and interpreting its relevance to the industry sector
Maintaining an excellent awareness of Oracle’s current and future technology products and services
Ensure sales teams are participating in regular and structured training on products, solutions, soft skills, sales skills, business expertise etc
Drive regular structured performance reviews of the sales teams

ESSENTIAL SKILLS:

An experienced professional with a proven track record of success in business and sales management
Full understanding of technology industry practices, dynamics, and market trends
10 + years of related sales and management experience
Bachelor’s Degree or higher
Excellent oral, written, and presentation skills
Ability to communicate at executive and CxO level
An understanding of key business drivers for demand in the server and storage markets.
Ability to prioritize activities & business opportunities and to leverage other functions within the organization
Ability to influence thinking or gain acceptance of others in sensitive situations important
Ability to hire and train new sales representatives
Ability to resolve customer satisfaction issues
Demonstrated leadership skills
Ability to negotiate price, other concessions and terms and conditions
Strong quantitative, analytical and conflict resolution abilities

October 25, 2024
Advanced Customer Support Engineer – Apps DBA

Description

A highly experienced Senior Oracle
Applications DBA with deep technical expertise in installing, configuring,
upgrading, migrating and managing large production builds of Oracle
Applications and EBS Suite of Products. Ideally should have 6-10 years of
hands-on experience as an Apps DBA managing production environments. Strong in
Oracle Applications performance tuning and troubleshooting middleware stack components.

Responsibilities

Worksn at customer site in the implementation, configuration, maintenance, troubleshooting and Upgrade of Oracle Applications R12, Oracle MW components (Web Logic, OID, etc..)
Works with support to resolve Customers SRs.
Conduct knowledge transfer sessions both within the Oracle team and to end users.
Work closely with the functional team and delivery leaders to provide engagements work estimates and drive excellence in functional work.
Ensures that new services are appropriately captured and put in ACS corporate repository
Proactively maintains knowledge of Oracle’s current and future products/solutions offerings for the specified Supply Chain area.

TechnicalQualifications

Highly experienced in the implementation, configuration, maintenance, troubleshooting and Upgrade of Oracle Applications R12.
Proven exposure of installation of Oracle Application R12.1 & R12.2 on Enterprise Linux production environments.
Experienced in installation and managing middleware components like Oracle WebLogic server, OID etc.
Good Conceptual knowledge of Oracle RDBMS internals, Backup & Recovery using RMAN, performance tuning, logical and physical design of database.
Experience working in an enterprise environment and supporting critical production databases and applications.
Experience in installing, configuring, upgrading and administering different versions of Oracle Database.
Strong experience working as an Oracle Applications DBA in 12.x versions.
Solid understanding of the product architecture and ability to analyze and solve issues across multiple layers of the stack.
Exposure to RAC and ASM Administration.
Must have the ability to upgrade and migrate databases from one platform to another using various tools like Oracle Data Pump, RMAN and TTS/XTTX and execute migrations using such tools.
Hands-on experience with Oracle Enterprise Manager.
Must be familiar with day-to-day operations such as monitoring, performance tuning and making recommendations after generating AWR and ADDR reports.
Troubleshooting memory related errors with Oracle 12c and Patching with RAC and Non RAC.
Provide support for Oracle database environments that include problem identification, reporting, tracking, analysis, and resolution.
Strong shell scripting knowledge.
Good knowledge of PL/SQL.
Experience in working with Oracle Applications & Databases running on Oracle Cloud platform.
Experience in migrating on premise databases to Oracle Cloud.
Basic software networking skills.

Other Qualifications:

Strong English written/verbal communications
Self-motivated individual who works well in a team environment.
Willingness to work in shifts & weekends as required.
Willingness to travel in the region (MEA) and work out of client locations.
Willingness to provide on-call support on a 24/7 basis when needed.
Experience in working as part of Global/ Matrixed/ Remote teams.
Self-driven, ability to work under minimal supervision.
Excellent Analytical skills.

Experience :
6 years of overall experience in relevant technical roles.
Travel : Yes, 50 % of the Time
Detailed Description and Job Requirements
As a member of the Support organization, your focus is to deliver post-sales support and solutions to the Oracle customer base while serving as an advocate for customer needs. This involves resolving post-sales non-technical customer inquiries via phone and electronic means, as well as, technical questions regarding the use of and troubleshooting for our Electronic Support Services. A primary point of contact for customers, you are responsible for facilitating customer relationships with Support and providing advice and assistance to internal Oracle employees on diverse customer situations and escalated issues.
As a Senior Systems Engineer, you will interface with the customers IT staff on a regular basis. Either at the clients site or from a remote location, you will be responsible for resolution of moderately complex technical problems related to the installation, recommended maintenance and use and repair/workarounds for Oracle products. You should be highly experienced in some Oracle products and several platforms that are being supported. You will be expected to work with only general guidance from management while advising management on progress/status.
Job duties are varied and complex utilizing independent judgment. May have project lead role. Because of substantial customer interfacing, a demonstrated ability to work with customers on an independent basis with exceptional communication skills, while consistently achieving the highest levels of customer satisfaction is essential. A Bachelors degree in Computer Science, Engineering or equivalent experience is preferred with five years related experience. Experience with Oracle’s core products, applications, and tools is important.

October 25, 2024
Sales Factory, Program Coordinator

Duties and tasks are varied and complex; independent judgment needed.

Performs non-technical project completion using an internal customer perspective, typically from initiation through delivery.
Develops project plans and coordinates cross-functional teams through meetings and progress measurement activity which bring distinct, specific projects to completion both on time and within budget.
Fully competent in own area of expertise. May have project lead role and or supervise lower level personnel. BS degree or equivalent experience relevant to functional area. Prefer 5 years of project management or related experience.
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, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).
As EMEA Sales Factory co-ordinator: Responsibilities would include the following:
Ensure training alignment for Sales Factory Version 1, 2 & for First Line Manager, for both new hires and already hired employees.
Manage existing process & ensure consistency of WE/Israel & ECEMEA courses are scheduled & attended in a standardised format and hold close collaboration with Sales Factory management team.
Co-ordinating the Sales Factory Programme existing processes
To include registrations & tracking for Sales Factory, V1, V2 and for FLM
Liaise with Program Manager and Logistics Manager re locations and attendees to ensure we are all co-ordinated
Summarise attendance criteria and responsibilities to attendees and presenters
Presentation version management & upload to relevant training folders in OraDocs giving access for all attendees & Presenters
Manage the feedback/survey process with a max of a two week turnaround.
Consolidate survey information so we have an overall summary of Sales Factory Feedback & cadence
Ad hoc work around logistics, IE ordering Badges & Collateral and take ownership of new processes that are put in place by Programme Manager to ensure consistent improvement and deliverables are reached as we are growing the programmes.

Requirements
5 years work experience in IT Industry and 1-2 years experience in training activities.
Abilities/qualifications:

Proficient written and oral command of the English language
Excellent written and verbal communication skills;
Demonstrated ability to convey information and opinions in a persuasive manner appropriate to the audience
Presentation skills
Very good organizing and prioritizing skills, related but not limited to daily activities
Ability to multi-task, including juggling and prioritizing numerous projects at the same time, often under strict time constraints;
Ability to maintain composure despite tight deadlines, high volumes in a very dynamic environment;
Ability to communicate effectively and calmly;
Ability to make balanced business decisions, considering their impact on all stakeholders even in ambiguous situations;
Advanced Computer skills (i.e. MS Word, PowerPoint and Oracle applications)
Results and detail oriented.

October 25, 2024
Compliance & Ethics Forensics Investigator

Job description
Oracle is the world’s largest provider of enterprise software and a leading provider of computer hardware products and services that are engineered to work together in the cloud and in the data center. We are a leader in the core technologies of cloud computing, including database and middleware as well as web-based applications, virtualization, clustering and large-scale systems management.
About the Oracle Compliance & Ethics Program:

Collaborate across the company to develop policies and programs that help employees and Oracle business partners to avoid unethical conduct and to comply with the law.
Develop and provide communications and training on Oracle policies and programs for employees and business partners.
Verify and enforce compliance with Oracle policies and programs.
Hold Oracle employees and business partners accountable for violation of Oracle policies.
Audit and enhance the effectiveness of Oracle’s compliance program.

About the Position:
Responsibilities include:

Perform independent forensic reviews under the auspices of Oracle’s Legal Compliance & Ethics program. Organize, plan, and execute on all aspects of an investigation, including scoping, detailed test work, data analysis, electronic forensics, interviewing, and reporting.
Perform reviews in accordance with Oracle’s Compliance and Ethics Program Investigation Guidelines, the Association of Certified Fraud Examiners’ Code of Professional Ethics, and the Institute of Internal Auditors
Practice Guide on Internal Auditing and Fraud.
Analyze complex business, legal, and financial processes.
Promote an ethical corporate environment through training and leading process/policy enhancements.
Identify areas of compliance risk, business control/process issues and work collaboratively with business partners to find solutions.
Work collaboratively with internal and external subject matter experts.
Key skills and abilities include project management, influencing, facilitation, process development, analysis, and problem solving.

Preferred Qualifications:

Minimum 5-8+ years Investigation/Forensic Audit/Compliance experience and BA/BS or Legal degree.
CFE, CPA, SCCE, CA, CIA certifications, fraud auditing and/or Legal/Compliance experience.
Prior experience with/knowledge of Compliance & Ethics investigations, FCPA and UK Bribery Act.
Strong presentation and communication skills (written and oral) in English are essential. Advanced interviewing skills are desirable.
Experience in conducting international investigations and ability to travel as required (estimated travel 10-30%).
Proven experience working with computer-aided auditing, continuous monitoring and data analytic tools (ACL, IDEA, Excel PowerPivot).
Experience with software/hardware accounting and business processes highly desirable.
Prior experience with electronic discovery, collection procedures and data review tools (Clearwell/Relativity).
Integrity and commitment to the highest ethical standards and personal values.
Practical and creative problem analysis and resolution skills.
Excellent organizational skills and the ability to simultaneously handle multiple tasks and prioritize work as needed to meet business requirements.
A high level of passion, self-motivation and commitment to team objectives.

October 25, 2024
Oracle NetSuite Sales Representative

Job description

The Oracle NetSuite Sales Executive will be tasked with holding and delivering to an annual quota and will be required to prospect, forecast, resource allocate, plan & tender on new business deals.
You will be required to

Articulate business benefits of NetSuite solutions to the relevant audience.
Manage a volume business i.e. many deals in a given period.
Win deals in a competitive environment to over achieve targets.
Create leads from your own prospecting efforts, leveraging your contacts and existing accounts and partners.
Develop solution proposals encompassing all aspects of the business applications, cross lines of business.
Consult customer on ROI using business drivers while presenting product sale along with Pre-Sales.
Work closely with Pre Sales, Professional Services implementation teams on all customer projects as One team.
Participate in the creation, presentation and sales of a complete value proposition via the telephone, internet, webinar and customer meetings.
Negotiate pricing and contractual terms to close sale as required
Flexibility to travel

Qualifications/Skills:

5+ year experience selling ERP solutions either on premise or Cloud.
Consistent track record of delivering to quota and revenue goals – minimum 3 years within the ERP industry.
Excellent communication skills both written and verbal with internal/external clients.
Previous experience with CRM, ERP, financial or enterprise solutions is a pre requisite for this role.
You must have experience in quota achievement in a comparable role to be considered.
Strong sales skills including business justification, negotiation and closing.
Avdanced level of English
Prospecting and/or new business background.
Excellent organizational skills.
Expertise in demand generation in new markets from campaign conception to deal closure.
Strong influencing skills.
Enthusiasm to learn new sales skills and technologies.
Strong desire to overachieve revenue goals.

October 25, 2024
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

October 25, 2024
Big Data and Analytics CoPrime Sales Executive

The ideal candidate will have relevant background and demonstrable experience in driving Big Data and Analytics programs within a complex sales environment, especially for our Cloud offerings. The CoPrime will have responsibility for driving business results and providing strategic guidance by leading initiatives covering all products within the Big Data and Analytics solution portfolio. A strategic thinker with the proven ability to provide direction to his/her sales counterparts and execute revenue generating activities as well as implement effective campaigns to build required pipeline. The ideal candidate should be results oriented with exceptional communication skills, and should have the ability to collaborate with a diverse constituent base across internal and external business cadres.

Scope of Responsibility:
To be the Big Data and Analytics CoPrime for a specified territory in MEA.
To identify, collaboratively define, and drive programs that drive revenue, value and best practice.
To be the prime source of business propositions and strategy building – disseminating and sharing knowledge and expertise extensively across territory.
Formally reports within MEA Big Data & Analytics team; works xLoB to drive the go to market plan.
Co-create and Co-own, with Business Development leaders as well as Product Leaders, a Go-to- Market plan with defined stakeholders, clear strategy, specific objectives and detailed tactics.
Collaborate effectively across multiple teams and stakeholders to achieve goals: Cloud Sales, Core Tech and Systems Sales, Sales Consulting, EMEA Big Data and Analytics Team, Services Teams such as OCS and ACS, the Industries Group, xLoB Architects, Alliances and Channels, Marketing etc.
Create, communicate, monitor and review achievement of sales campaigns and investment activities.
Ability to host and speak at Oracle marketing events as well as 3rdparty product and industry forums.
Identify, build and maintain xLoB internal network of people who can support achievement of the Big Data and Analytics Go-to-Market plan.
Conduct analysis and prepare data to feed into MEA Management reports pertaining to market conditions, potential to grow, performance and opportunities

Additional Areas of Activity:
Identifies and builds the most lucrative opportunities for solutions for customers and creates repetitive demand for such solutions across multiple channels, working with relevant contributors, and leveraging facilitating teams and partners to achieve MEA growth plans for Big Data and Analytics.
Focuses greatly upon increasing our Cloud footprint in the market, and upon improving the ratio of growth for Cloud vs On Premise solutions.
Identifies trendsetter ideas in the industry/markets and assesses the competitive edge for Oracle’s Big Data and Analytics value proposition.
Provides periodic product updates for the Sales as well as facilitating units, and acts as the advocate/ evangelist and point of contact for the solution area.
Maintains an understanding of the Big Data product market in ECEMEA and supports Sales, by territory, through business monitoring.
Establishes priorities and maximizes key opportunities for Big Data and Analytics within the Oracle economy and wider competitive market.
Collates, documents, disseminates and shares knowledge and expertise extensively.
Works with Marketing counterpart to build and execute an aligned and regionally relevant pipeline generation plan, with supporting content on solution.

Ideal Candidate Skills:
Masters Degree in relevant field (could be an MBA, a Comp Science degree, or other degrees which focus on analysis and strategy development).
Full understanding of Oracle Big Data and Analytics solution portfolio offerings and strategy.
Clear understanding of technology concepts such as Cloud, PaaS/IaaS, IoT, Machine Learning, AI etc. all of which are closely related with Big Data and Analytics.
10 years+ of experience in relevant software markets with experience in analytical and business management in strategic sales and/or business development organization.
Strong communication skills with internal and external parties.
Excellent analytical skills and understanding of broad market forces in the region.
Experience in and affinity with working in an international and multi-cultural environment.
Ability to self-manage, with strong organizational and planning skills is critical.
Proven team player – with ability to work with team members across geographies, across LoB.
Ability to build relationships at all levels in the organization.
Ability to deal with complex problems, evaluate risks, make decisions where there is no precedent or formal procedures.

October 24, 2024
Territory Sales Manager Applications

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.
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
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.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle

October 24, 2024