Technology Sales Representative - ORACLE

Department Description

Sales Account Manager handling Manufacturing and Retail Services Sector, reporting directly to the Sales Manager Kenya

Brief Description

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).

Detailed Description

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.

Job Requirements

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience including technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors. Travel may be needed. Bachelor degree or equivalent.

Additional Details

Scope:                                                     

• Reports to the Technology Sales Manager Kenya
• Has no direct reports, but leads the activities of virtual teams in support of sales opportunity
• Works in Manufacturing and Retail Services Sector
• Works with appropriate Oracle Partners
• Works with other Lines of Business (LOBs)
• Works towards an allocated License Sales Revenue target                              

Accountability:

• Research and communicate current Core Database Technology 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 campaigns and put teams and task forces together to deliver them
• Produce an accurate weekly forecast and pipeline
• Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
• Maintain contact with accounts through application/technology implementation
• Maintaining an awareness of Partner Competence and capability
• Operate in line with Oracle's business processes and procedures
• Deliver and co-ordinate customer presentations and demonstrations

Requirements:

• Must have a successful sales track record and experience in selling products with focus on complex integration projects - essential
• Understanding business processes and sales principals in Kenya Manufacturing and Retail Services Sector  – essential
• Understanding of Database Core Technology products sales specific
• Team leader with strong interpersonal/communication/ virtual team management skills
• Excellent negotiating skills with prospects/customers and partners and other LOBs
• Willingness to work towards achieving goals in a changing and challenging environment

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