Utilities Senior Applications Sales Representative
Oracle -
Cairo, EgyptPosted 5 years ago14People have clicked1 open position
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Job Description
Department Description:
Oracle’s Utilities Global Business Unit (UGBU) provides commercial off-the-shelf (COTS) software solutions for all major functions in the Utility Sector. These include Customer Care & Billing, Meter Data Management, Settlements, and Network & Outage Management.
SCOPE:
- To win new Applications license business in the Oracle Utilities Global Business Unit
- Reports to the Regional VP of Oracle Utilities Global Business Unit - EMEA
- Has no direct reports, but leads the activities of virtual teams in support of opportunities
- Works in the utility industry on a defined set of accounts ranging from large global enterprises to mid-tier in the designated territory
- Identifies and segments all organizations that fall into their designated territory, plans and executes sales campaigns for their territory and ensures customer satisfaction
- Engage with customers and prospects to present and sell Oracle Utilities Global Business Unit applications. Winning new license sales revenue in line with targets.
- Works with appropriate Oracle Partners
- Works with other Lines of Business (LOBs)
Responsibilities:
- Developing a strategy and sales plan to address designated accounts In Saudi Arabia
- Strong focus on account selling – identify value proposition; whitespace; proactively propose applications to account
- Identify and grow partnerships to successfully address client’s needs and create differentiators
- Generating and following up on leads.
- Marshalling internal and Partner resources to conduct the sales process.
- Identifying and working with the appropriate people in Oracle and the Customer.
- 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 territory / industry.
- Maintaining an awareness of Oracle Utilities' current and future Application products and services.
- Actively maintaining a depth of product knowledge of Oracle solutions in the Utilities market.
- Research and communicate current industry trends, drivers and potential
- Communicate the benefits of Oracle value propositions to the market
- Work with appropriate people to co-ordinate marketing activities in order to generate leads
- Create and manage bids teams
- Produce an accurate weekly / monthly forecast and pipeline
- Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
- Establish and maintain contractual agreements between Oracle and the Customers
- Maintain customer satisfaction in with accounts throughout and beyond the implementation
- Operate in line with Oracle's business processes and procedures
- Deliver and co-ordinate customer presentations and demonstrations
- Attend Industry forums
Job Requirements
Essential Skills:
- Proven track record in selling software applications / services to Utilities companies in Saudi Arabia
- Excellent track record of meeting targets
- Demonstrated ability to close large complex deals ($1M USD upwards)
- Proven track record in building relationships at all level within utility companies
- Influencing and negotiating skills
- Strong knowledge of the utility industry drivers in the Middle East
- Understand funding / financial challenges in the region and be familiar with the execution of financial impacts.
- 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 influences.
- 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.
- 8 years applicable experience including 7 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 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).