Technology Sales Representative at Oracle

Job Description

SCOPE:

• Reports to Technology Sales Manager
• Works in a designated industry on a defined customer list and cooperates
• Works to identify and cover all organizations (including existing Oracle customers) building a strong pipeline and closing opportunities in a timely fashion
• Works with appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances
• Works with Pre Sales, Marketing, Oracle Direct and other Lines of Business (LOBs) to maximize the return in Namibia
• Works towards an allocated License Sales Revenue target

RESPONSIBILITIES:

• Winning new and upsell license sales revenue in line with targets
• Developing a strategy and sales plan to address the designated account list
• Developing profiles of targeted accounts
• Driving the implementation of sales and marketing campaigns
• Generating, maturing and following up on leads
• 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 in Namibia
• Maintaining an awareness of Oracle's current and future technology products and services
• Maintaining an understanding of competitive activity relevant to industry sector
• Presentation skills in English Up to 70% of travel will be required.

ACCOUNTABILITIES:

• Research and communicate current industry trends, drivers and potential
• To exceed quarterly sales targets by selling Oracle Cloud
• Accurate monthly forecasting and revenue delivery.
• Daily update of the Oracle Sales Cloud system with accurate customer and pipeline data.
• Pipeline development through a combination of cold calling, email campaigns and market sector knowledge/intelligence. Adequate pipeline to ensure over-achievement within the designated territory
• Translate Oracle's Strategy and Marketing Messages to the market
• Utilizes Oracle Value Propositions and communicate the benefits of these to the market
• Design sales campaigns and put teams and task forces together to deliver them
• Generate and manage bids teams
• Produce and communicates an accurate weekly forecast while maintaining the sales pipeline on Oracle Sales Online (OSO)
• 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 contact with accounts throughout project 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
• Attend Industry and product forums
• Maintains the highest level of compliance with Oracle’s internal policies and business practices
• Working closely with customer success managers ensuring the IaaS customers are deriving value from their investments and ensure very high subscription renewal rates.
• Daily update of the Oracle Sales Cloud system with accurate customer and pipeline data
• Manage the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.

Qualifications:

• Minimum 5 years of relevant experience in selling enterprise software solutions or services.
• Successful history of net direct new business sales, with the ability to prove consistent over achievement against targets.
• Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies synergies across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxO.
• Solid understanding of the IT industry particularly Cloud landscape and market
• Sales experience with a Cloud vendor would be beneficial
• Competencies in building value proposition and positioning strong proposals.
• Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations
• Be creative with strong problem solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment
• Proven ability to work well as part of an extended sales team
• Fluency in English and Afrikaans
• Extensive knowledge of the African region essential.