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LOCATION / TERRITORY: Ideally based in KSA (or Gulf States) covering Middle East and Africa / Communications, Media, Utilities and Travel Industries.
PRODUCT PORTFOLIO: Value Chain Planning (i.e. Demantra and Supply Chain Planning products);
Value Chain Execution (i.e. Transportation Mgmt, Warehouse Mgmt and Logistics);
Product Lifecycle Management (Agile PLM)
Product Master Data Mgmt (Product Data Hub, PIM for Comms & Product Data Quality)
To manage the expansion of Oracle Supply Chain Edge Application Sales in the MEA region. To work in close coordination with Local Applications CMUT (Communications, Media, Utilities and Travel Industries) Sales teams to win new Edge Applications business, either directly or via partners. Grow Oracle's Edge Applications share of business in these markets dramatically.
RESPONSIBILITIES: SCOPE:
Reports to Head of EDGE and Best of Breed Applications Sales ECEMEA
Has no direct reports, but leads the activities of virtual teams in sales Campaigns
Works in targeted accounts on selling Supply Chain Edge Applications solutions
Works to identify all Target Accounts (including installed base) within their designated market, prioritising a small number of accounts that have a specific value proposition and sales engagement activity.
Works with Oracle Partners, ie resellers, SIs, ISVs, technology/application partners and alliances
Works with Multi Channel Sales, Marketing, Sales Consulting and other Lines of Business (LOBs)
Works towards an allocated License Sales Revenue target [1.65m - To Be Confirmed]
RESPONSIBILITIES:
Winning new license sales revenue in line with targets
Developing a strategy and sales plan to address the designated industry sector
Developing profiles of targeted accounts within the industry sector
Defining appropriate Enterprise Sales Industry Value Propositions
Driving the implementation of sales and marketing campaigns
Generating and following up on leads
Qualifying leads and prioritizing 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 market
Maintaining an awareness of Oracle's current and future Application products and services
Maintaining an understanding of competitive activity relevant to industry sector
ACCOUNTABILITIES:
Research and communicate current industry trends, drivers and potential
Translate Oracle's Strategy and Marketing Messages to the market
Create Value Propositions and communicate the benefits of these to the market
Design sales and marketing campaigns and put teams and task forces together to deliver them
Work with Multi Channel Sales Marketing to co-ordinate marketing activities in order to generate leads
Generate and manage bids teams
Produce an accurate weekly forecast and pipeline.
Establish effective relationships with other Oracle BUs to ensure successful Edge Apps sales plan execution.
Establish and maintain contractual agreements between Oracle and the Customers
Maintain contact with accounts through Application implementation
Maintaining an awareness of Partner Competence and capability
Operate in line with Oracle ECEMEA's business processes and procedures
Deliver and co-ordinate customer presentations and demonstrations
COMPETENCIES:
Decision Making
Value Based Sales Skills
Influencing & Negotiating
Customer Focus
Teamwork
Results Orientation
Personal Drive
Customer Needs Analysis
Consultative Selling
Industry Mastery
Opportunity Management
Sales Process Acumen
Competitive Awareness
Background in sales of Supply Chain Edge Applications software
As part of Oracles 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).
Oracle - 17 months ago
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