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

Detailed Description and Job Requirements
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.
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.
Manages and controls activities in multi-functional areas or sections.
Ensures appropriate operational planning is effectively executed to meet Corporate specifications.
Minimum five or more years sales or sales management experience within technology industry.
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.

Responsibilities:
Provide leadership on how Oracle’s corporate citizenship can be leveraged to secure mindshare and goodwill amongst stakeholders particularly in education, human capital development and innovation.
Directly manage a team providing guidance and coaching and ensuring personal development of team member’s
Leverage the positioning of successful PS solutions to emphasize the social benefit Oracle solutions can bring to government agencies and the citizens they serve. Support field sales through customer presentations, C-level selling where needed.
Work with local Country Leaders to liaise with government institutions to position Oracle as a strategic partner for ICT investments.
Work with strategic partners to maximize opportunities, recognition and goodwill for Oracle.
Engage PR/Marketing to raise Oracle’s profile as a socially responsible corporation that actively promotes best practices to drive IT solutions that can positively impact society.
Represent Oracle via memberships or engagement with select associations or non profits.
Qualifications and Skills:
The ideal candidate will
Be an autonomous, self-starter who knows how to stay focused on goals and deliver results.
Demonstrate an ability to build strong relationships with partners and with key stakeholders and customers.
Ability to influence key stakeholders (internal and external) at all levels
Demonstrate excellent communication skills with an ability to work with all levels, irrespective of nationalities, cultures, Oracle lines of business, etc…
Be energetic, driven, and possess a “can do” attitude.
Conduct business in English.  Working knowledge of French an advantage.
Proven experience in the IT industry and/or in leading and developing high profile corporate citizenship programs.
Be willing to travel throughout Africa and beyond as needed (up to 60%).
Be experienced working with Public Sector entities.
Management experience, either directly or indirectly
Detailed Description and Job Requirements
 Manages a team that is responsible for identifying relevant new business opportunities and designing “go-to-market” plans to deliver measurable and significant revenues. Consistently meets with potential customers and current customers to build pipeline. Manages a team of business development representatives for a territory/region. The team is actively and frequently customer facing, providing the value proposition to business or org leaders, qualifying opportunities, and selling the value of the oracle solution. Provides daily operations management of lead qualification functions. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and provides hiring recommendations to senior management. Manages budget. Provides support to marketing and sales programs. Experience qualifying prospects and customers; understanding of the sales cycle process. Strong Oracle product knowledge preferred. BA/BS preferred. 5 years of business development experience preferred. Lead a specialized area which may have diverse functional elements. Frequently interact with supervisors and/or functional peer group managers. May interact with senior management.

Preferred Qualifications
Enterprise Application Sales Representative/ Territory Manager
Location: Kenya
Contact: Principal Recruitment Consultant, Lu.skilbeck@oracle.com
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’s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.