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
