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

Background:
Advanced Customer Support (ACS) is a business unit within Oracle that establishes long-term enhanced support and managed service relationships with many of Oracle’s largest customers. 
ACS Service Solution Architects (SSAs) are enhanced support and managed services presales subject matter experts.  ACS SSAs work closely with the ACS sales teams during sales opportunities, interacting at senior levels within existing and new Oracle customers, using their deep experience of IT support and managed services to capture customer requirements, fully explore all potential options and build compelling service propositions.  The SSAs are focused on service solutions for Oracle cloud, on-premises and hybrid engagements, including leading edge and complex custom requirements.
ACS SSAs typically have a proven track record in successful delivery of IT services for mission critical environments and are experienced in services presales scenarios.  They possess broad-based expertise in the area of mission critical production operations, support and managed services, along with sound industry experience in areas such as IT infrastructure, database, applications and cloud technologies.  ACS SSAs has experience in standard service management (ITIL, DevOps etc) and project management best practices. 
In addition to broad-based experience of IT services and technologies, each individual SSA typically has a deep expertise in specific services or technology area, and acts as the subject-matter lead in those areas within the team.
The ACS SSAs should have experience of service commercial propositions with regard to pricing, approvals, legal and contracting.
All ACS SSAs have extremely strong customer facing presentation and interaction skills, are capable of engaging at senior management and C-level and articulating service and technology solutions in terms of business value and risk.
SCOPE:

Location: Nairobi, Kenya
Geographic area of responsibility: Kenya, Ethiopia, Nigeria and Ghana expanding to Middle East and Africa.
Languages:  Fluent spoken and written English language capability required
Customer facing
Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
Works with multiple customers across all sectors/countries in the ACS MEA region, in collaboration with Oracle ACS and Oracle cross-line-of-business (xLoB) teams
Works on services related opportunities across the entire lifecycle of all Oracle cloud and on-premises products.  ACS opportunities typically involve extensive Oracle xLoB collaboration, and require the ACS Service Solution Architect to work within xLoB teams, covering enhanced support, operations and managed services requirements
Works with the local ACS Sales and xLoB teams to:

Identify, build and win leading edge/new logo services opportunities across existing and new Oracle ACS customers
Use their IT services expertise to work with customers to identify a complete picture of services requirements, and use their IT services experience to validate that all appropriate options have been considered
Build and articulate compelling ACS service solutions for each opportunity, addressing identified customer business needs
Work with our service delivery teams and SMEs to ensure the service requirements, risks and costs associated with each ACS service proposition are fully understood and addressed
Provide services subject matter expert input into contract and commercial documentation and negotiation
Assist ACS to continue to achieve its growth targets and strategic initiatives

Work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances

RESPONSBILITIES:

To identify, foster and define Oracle ACS services solutions for specific customer opportunities and assist in the sale alongside the ACS sales representative
Work with the customer, ACS management and the xLoB account teams to:

Understand the customer’s business and IT strategic requirements and identify large scale ACS opportunities to assist the customer achieve its strategic goals
Gather and assess customer needs, both business and technical and translates these into ACS service solutions
Build and lead virtual teams associated with these large scale opportunities

Effectively communicate with customers to be able to articulate both the high level principles and detail of all service components in a proposed customer solution
Build customer loyalty through achieving a trusted advisor relationship
Work proactively to build and leverage an effective and extensive network across Oracle xLoBs – be seen, respected and in demand across Oracle as a high value asset and an SME in service solutions
Collaborate effectively internally and externally to ensure effective service solution design and development
Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
Drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
Demonstrate a strong understanding of the IT services competitive marketplace
Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, commercial, product management
Work with ACS delivery throughout the sales cycle to ensure a smooth transition from sales to delivery
Navigate Oracle internal tools and processes to effectively participate and enable ACS sales
Transfers knowledge to other participant roles on the deal, account teams, delivery and across the ACS Service Solution Architect community

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.
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.
As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Apply via :

oracle.taleo.net

What you’ll do
As a Public Sector Senior Sales Specialist, you will be reporting to EMEA Public Sector Sales Leader and you will work hand in glove with the local Sales Representatives and technical resources reporting to the local Country (Geo) Cloud Leaders. Local cloud sales representatives will have an overarching responsibility to drive the adoption and consumption of Oracle Cloud in the Public Sector. The EMEA Public Sector Senior Sales Representatives in countries will hold primary responsibility to drive large bookings and to win big transformational projects, positioning Oracle Cloud as a cloud platform of choice.

Thanks to your deep knowledge of Public Sector you will identify, create, drive and close large cloud deals with support of engineering team for technical solutioning. You will actively engage the Public Sector eco-system, in particular with Partners who have important presence in this sector
You will leverage the existing Oracle Cloud capabilities to further build and shape opportunities across the Public Sector vertical (existing footprint, deployment models, sovereign cloud, security, compliance architecture, etc..)
Establish a referenceable customer base within your territory

What you’ll bring

 Track record in positioning and selling large and complex projects in Public Sector in your region.
 Understanding of the challenges facing Government ministries and departments, and an ability to articulate the unique value Oracle Cloud to support their strategies
 Deep product and market expertise in the cloud arena, including customer needs, the competitive landscape, as well as key trends in the Public Sector industry.
 Ability to build and maintain long-lasting business relationships
 Strong team player focused on the team’s success as well as personal success
 Lateral leadership but able to work as a team
 Strong communication, negotiation, and presentation skills.
 Strong analytical skills with the ability to communicate complex ideas.
 Willingness to travel for business purposes, as needed.

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 technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.
Acknowledged authority within the Corporation.  Acts as a leader of large-scale company initiatives.  Viewed by peers as a leader and top contributor and by line management as a key business partner.12 years applicable experience including 9 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.
As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Apply via :

oracle.taleo.net

What you’ll do
As a Public Sector Senior Sales Specialist, you will be reporting to EMEA Public Sector Sales Leader and you will work hand in glove with the local Sales Representatives and technical resources reporting to the local Country (Geo) Cloud Leaders. Local cloud sales representatives will have an overarching responsibility to drive the adoption and consumption of Oracle Cloud in the Public Sector. The EMEA Public Sector Senior Sales Representatives in countries will hold primary responsibility to drive large bookings and to win big transformational projects, positioning Oracle Cloud as a cloud platform of choice.

Thanks to your deep knowledge of Public Sector you will identify, create, drive and close large cloud deals with support of engineering team for technical solutioning. You will actively engage the Public Sector eco-system, in particular with Partners who have important presence in this sector
You will leverage the existing Oracle Cloud capabilities to further build and shape opportunities across the Public Sector vertical (existing footprint, deployment models, sovereign cloud, security, compliance architecture, etc..)
Establish a referenceable customer base within your territory

What you’ll bring

 Track record in positioning and selling large and complex projects in Public Sector in your region.
 Understanding of the challenges facing Government ministries and departments, and an ability to articulate the unique value Oracle Cloud to support their strategies
 Deep product and market expertise in the cloud arena, including customer needs, the competitive landscape, as well as key trends in the Public Sector industry.
 Ability to build and maintain long-lasting business relationships
 Strong team player focused on the team’s success as well as personal success
 Lateral leadership but able to work as a team
 Strong communication, negotiation, and presentation skills.
 Strong analytical skills with the ability to communicate complex ideas.
 Willingness to travel for business purposes, as needed.

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 technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.
Acknowledged authority within the Corporation.  Acts as a leader of large-scale company initiatives.  Viewed by peers as a leader and top contributor and by line management as a key business partner.12 years applicable experience including 9 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.
As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

Apply via :

oracle.taleo.net