Job Openings at Oracle

Preferred Qualifications

Job Title: Principal Support Account Manager / Renewals Support Account Manager

Drive the renewal of Oracle's contracts to existing customers.

Renewals Support Account Manager (SAM) is responsible for renewing and closing contracts in an assigned territory by working proactively with the customer.

• Develops an account plan to assist in managing accounts. Lead the execution of an account plan to maximize Support business.  Institute appropriate governance and communications between the customer and Oracle lines of business.

• Accurately forecasts support renewals.

• Engages with the customer’s senior management on a regular basis, educates customers on business practices and associated contractual implications, ensures customer awareness and understanding of applicable elements of the Oracle portfolio.

• Manages exceptions for customers with issues that may delay or inhibit renewals. Identifies and transfers potential opportunities to sales representatives.

• Demonstrated track record meeting sales objectives such as quota and productivity attainment.

• Strong background in account management sales and growing revenues.

• Demonstrated knowledge of Oracle's various products and maintenance contracts.

• Ability to educate customers on business practices and associated contractual implications; ensure customer awareness and understanding of applicable product elements; maintain account team relationships and transfer leads as appropriate.

• Experienced in achieving objectives by managing through influence rather than direct control. Boardroom-level sales/customer interaction experience – successfully sold at top management levels. Role needs independent action and a very high degree of initiative in resolving complex issues.

• Understand each customer’s business strategy, as it relates to Support Business.

• Monitor renewals progress and risks; manage exceptions that may inhibit renewal, drive past due renewals to closure.

• During a crisis or reputation threatening event impacting Support business, lead the executive communication, help clarify facts and mobilize internal resources.

• On our largest accounts, this position may be responsible for overseeing and guiding the activities of other Oracle employees.

• This role is typically engaged in frequent face to face meetings (or Zoom calls during Covid) with the Customer.

Experience & Training

• Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.

• Recommended 7 to 10 years of professional experience

• Understanding of various technical architectures and operating systems.  

• Industry experience is desired.

• Experience in dealing with customer Senior Managers and Executives

• Negotiation experience

• Strong customer-facing communication and presentation skills

• Ability to work as a leading contributor individually and as a team member, providing direction and mentoring to others

• •Sales/Business Development experience desirable.

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)

Detailed Description and Job Requirements

 Drive the renewal of Oracle's contracts to existing customers.

Responsible for timely renewals for medium-sized to large customers in assigned territory. Educate customers on business practices and any associated contractual implications. Ensure customer awareness and understanding of applicable elements of Oracle's portfolio. Meet productivity expectations on outbound calls for renewals. Manage exceptions for customers with issues that may delay or inhibit renewals. Identify and transfer leads to sales representatives for top-tier opportunities. Accurately forecast business targets and opportunities in territory.

8-12 years experience in sales or related area. 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.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

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Preferred Qualifications

ROLE: Applications Solution Engineering Director - ERP/EPM/HCM/CX
HIRING MANAGER: Paolo Maraziti, Vice President Applications Client Engagement, ECEMEA

Our Solution Engineers have specialist and industry knowledge to help our customers build their cloud journeys. In partnership with sales, we collaborate with our customers to inspire them with an innovative solution roadmap to drive outstanding ROI in their businesses. 

This role will be aligned to the Applications portfolio for ERPM and HCM South Africa, with close collaboration with the regional CX team to meet the local CX requirements. 

RESPONSBILITIES 
•    Partner with Sales Leadership teams across the entire Sales Cycle taking a leading role in account planning and customer strategy development
•    Manage and prioritise sales opportunities for a team of individual solution engineers, located in South Africa 
•    Liaise with the regional Client Engagement team to share knowledge and support regional opportunities
•    Drive innovation and create high customer impact translating Oracle’s innovation into customer value
•    Build visibility and reputation for Solution Engineering across different LOBs, functions and geographies
•    Drive the strategic growth of EMEA Applications through an active contribution to the SE Community
•    Lead and develop a high performing modern solution engineering team – from both a product perspective as well as customer interaction
•    Engaging multiple cross functional resources pertaining to customer requests and product enhancements.

PEOPLE MANAGEMENT
•    Actively recruit and hire highly qualified team members while conducting performance management on an ongoing basis within the region 
•    Motivate team members and encourage individual career development 
•    Facilitate the success of the team and individuals through coaching, counselling and performance managing, while quickly getting new hires ready to contribute effectively to the region 
•    Effective management of team and ability to utilise network across the region to drive value for customers

DEMONSTRATED SKILLS
•    Excellent communication and presentation skills
•    Strong leadership traits in executing and influencing
•    Critical thinking abilities
•    Effective collaboration 
•    Executive Networking 
•    Ability to discuss and demonstrate business benefits and value to a customer of a technical solution
•    Ambition for results and “can do” attitude and a mindset towards continuous process improvement and innovation
•    Ability to use Emotional Intelligence to achieve desired results and resolve obstacles
•    Proven ability to build and lead high-performing teams and motivate others.
•    Build strong relationships within partners and customers to ensure value is realised from sales activities

 
EXPERIENCE
•    Extensive knowledge of business applications across ERPM and HCM – mandatory 
•    Deep knowledge of Oracle’s solutions and customers – highly advantageous 
•    10-15+ years of experience as Solution Engineer or Implementation Consultant practitioner in enterprise transformation projects across multiple industries within South Africa  
•    Experience in leading a diverse team as direct manager 
•    Proven experience in managing workforce planning, allocation and prioritising of work for a team of 10+
•    Understanding of Oracle’s Cloud strategy and the SaaS marketplace
•    Sales methodology knowledge, including processes and disciplines
•    Ability to apply technology to drive innovation, experience in utilising design thinking and customer journey mapping a plus
•    Ability to engage across the client organisation from c-level to users
•    Deep meaningful relationships with top Oracle customers in the South African market
•    C-level relationships in Oracle’s key customers is a plus

Detailed Description and Job Requirements

 Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sales cycle.

As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.

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. Ability to influence thinking or gain acceptance of others in sensitive situations is important. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

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Preferred Qualifications

Oracle is leading the digital revolution. We are empowering nearly half a million businesses across the globe to turn untapped potential into real business value. You will connect the biggest enterprises of today with the tools to compete in the digital economy of tomorrow.

Oracle Cloud Infrastructure has reimagined cloud for the most important enterprise applications. It runs with a Generation 2 offering and provides consistent high performance and unmatched governance and security controls across all Cloud Services from Oracle such as Autonomous and Cloud at Customer.

Autonomous Database is the world’s first autonomous data management in the cloud to deliver automated patching, upgrades, and tuning—including performing all routine database maintenance tasks while the system is running—without human intervention. This new autonomous database is self-driving, self-securing, and self-repairing, which helps to eliminate manual database management and human errors.

Oracle Database Exadata Cloud Service provides full Oracle Databases hosted on Oracle Exadata Database Machine. Exadata Cloud Service is offered on Oracle Cloud, using state-of-the-art Oracle-managed data centers.

Whilst Oracle Database Exadata Cloud at Customer delivers the world’s most advanced database cloud to customers who require their databases to be located on premises. Oracle Gen 2 Exadata Cloud at Customer uniquely combines the world’s #1 database technology and Oracle Exadata, the most powerful database platform, with the simplicity, agility, and elasticity of a cloud-based deployment. It is identical to Oracle Database Exadata Cloud Service, but located in customers’ own data centers and managed by Oracle Cloud experts.

If you are looking to take the next step in your career by offering great effective, efficient, and commercially viable solutions to your clients, then one of our Tech Cloud sales roles could be your springboard to success.

We have exciting new opportunities opening up working with Oracle’s Cloud sales teams. So if you are passionate, entrepreneurial, innovative, and believe in being consultative and having fun whilst you work, then this could be the perfect opportunity for you.

Having a sense of humor in what can be a pressure environment helps, and the rewards for your contribution include a compensation and benefits package and a continuous training program in a structured environment that are world class.

Description

What You’ll Do                                                                                               

Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve. You will.

• Lead IaaS/PaaS technology deals across its assigned customer territory leveraging world leading cloud offerings from Oracle: Cloud at Customer, Autonomous Database and OCI.  Aiming to Land– Use – Expand deals into IT and LOB targets to realize value for customer that lead for continuous use and expansion

• Promote and evangelize Oracle products to selected customers, partners, and internal audiences

• Develop relationships and collaborate with our partners to define, recommend, and drive sales

• Develop and execute a sales plan that provides complete territory and sector specific coverage

• Develop appropriate sales programs and solutions; maintain up-to-date competitive information and compile regional success stories

• Meet with senior customer contacts to build credibility and develop lasting relationships

• Engage with  Pre-Sales support for customer meetings to develop customer discussions further

• Lead successful go-to-market campaigns by working closely with internal marketing specialists

• Contribute and lead in account planning, customer/market analysis, and strategy sessions

Required Skills/Experience

What You’ll Bring

Your enthusiasm, knowledge, and customer-centricity will help us become the number one cloud company in the world. We also look for:

• A strong interest in technology, passion for sales and strong communication skills.

• 4+ years of experience in direct software sales, including Cloud Service experience.

• Solution seller : able to understand quickly business needs and establish trust

• Able to drive a high value of active opportunities at speed, at the same time, closing deals within aggressive timescales

• IT and LOB : Able to confidently pitch Autonomous and Oracle Cloud to both IT and LOB audiences

• Connected : Able to use Oracle ecosystem to navigate within a customer to identify targets and opportunities

• High levels of prospecting skills: targeting, find the names, cold calling, get the meeting – searching for non-traditional contacts outside installed base data and using all methods to interact with them

• Cloud confident : Able to outline the full Oracle Cloud picture and explain Universal Credits commercials

• Hands-On : Able to personally demo or give quick hands-on example of Autonomous usage “on the spot”, without needing to always engage technical resources

• Advanced technical skills in area of specialization

• Value driven : Able to identify real use-cases for Cloud in the customer that drive value for the customer and can lead to rapid expansion of original deals

• Optimistic and positive mind set, eager to interact and influence people, driven by winning and resilient

• Disciplined: daily reporting on activities, systematic fast execution

A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work.

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Detailed Description and Job Requirements

 Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

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. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

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Preferred Qualifications

Transform business. Master digital disruption. Modernize.

Oracle Insight advise business leaders where technology and business meet – their digital strategies. We work with clients holistically, across their entire organization, including systems and data to transform their businesses and create competitive advantages. This is done by delivering actionable, business-oriented management information to influence strategic decision-making. Our diverse, global teams bring industry knowledge and deep technology experience, leveraging Oracle’s leading position globally.

Oracle Insight is looking for Experienced Professionals in their Middle East / Africa region to work one-on-one with our customers defining how technology can be leveraged to transform their business and get ahead of the competition.

Role Summary

As part of the Oracle ECEMEA Insight team, you will be a core member working alongside leaders in technology and digital solutions. You will advise Oracle customers at the executive level across industries supporting them on how to transform their business and achieve excellence.

You’ll collaborate with Oracle team members from many backgrounds and disciplines in a team-oriented, relationship-driven environment. Working alongside a high performing individuals will increase your understanding of complex business problems from diverse perspectives, and develop new skills.

As a senior person, you will manage your own time while leveraging a broad and diverse set of skills across Oracle to develop relevant approaches. You will work primarily in your own region, manageable travel schedule. Oracle encourages the virtual or remote office concept when not at a customer site.

The nature and set up of the Insight engagements enables a healthy work life balance, while bringing intellectual challenge.

Experience and Qualifications you bring

• Leads customer engagements with the top business and delivers high impact (impact = closed license revenue and customer satisfaction)

• Provides direct deal support by leveraging industry knowledge, management consulting skills and analytical abilities in identifying key drivers, assessing process capabilities and developing a business case for business process enhancement

• Integrates industry strategy, customer operational objectives and business process understanding to define a clear solution strategy with actionable value communication

• Contributes to team thought leadership through synthesizing customer experiences into content and methodologies that can be leveraged

Required Skills:

• A minimum 4-6 years of experience with a premier Management Consulting firm or 2-4 years of experience with industry leading companies in a functional management role across multiple industries.

• MBA from a top-tier business school. An undergraduate degree in a quantitative field would be preferred.

• Fluency in English.

• Demonstrated ability to learn quickly and participate on strategic consulting projects with varied industry focus and business imperatives

• Proven aptitude to work in a virtual team environment and ability to build consensus

• Exceptional business problem solving combined with strong analytical and interpersonal skills

Detailed Description and Job Requirements

 Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

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 preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

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Preferred Qualifications

SADC Technology Sales Manager

What You’ll Do

Oracle is leading the digital revolution. We are empowering nearly half a million businesses across the globe to turn untapped potential into real business value. In this role, you will lead a team that connects the dynamic enterprises of today with the tools to compete in the digital economy of tomorrow.

Oracle Digital is an exciting and high-energy Sales Environment where we embrace different opinions, attitudes, and styles. We are a truly Global Company with unlimited scope to experience different cultures, locations, and roles. We empower our employees to constantly innovate and share. Got an Idea? You get to Plan-it, Own-it, and Deliver-it in Oracle Digital!

We offer you a truly global working environment that is fun, exciting, and always challenging. This exciting opportunity is based in Oracle's Sales Team in Johannesburg.

Whether you’re onsite with your team or customers or sharing your expertise via Zoom, you’ll inspire your team to always go the extra mile to ensure continued customer success and loyalty.  

RESPONSIBILITIES:

• Regional Coverage and growth for some of the SADC countries

• Plan, coach, develop and manage a team within the Oracle Digital EMEA Technology Sales business

• Assess the need and define the sales plan

• Develop growth of Oracle's revenue business throughout the market

• Define, own and manage the revenue forecast

• Responsible for the team productivity and ensure individuals achieving the sales targets

• Identify team growth opportunities and training requirements

• Define and drive Business Partner activities and promote regional coverage

• Timely recruiting and on-boarding of sales team

• Work with Extended teams, to drive regional growth and customer success

EXPERIENCE & QUALIFICATIONS:

• Previous experience in a management role managing and developing a sales team with proven record of delivering revenue against team quota year on year

• Strong C Level Customer Network in SADC region and good understanding of the African market

• Excellent Innovation and Leadership skills

• Sales Management and People Management experiences

• IT and Technology Business Knowledge

• Problem-solving, Result Orientation, and Personal Drive

• Planning & Organizing skills

• Great communication and relationship skills

• Sales organization knowledge and experience

• Fluency in English, Portuguese (Speaking, Reading & Writing) – Mandatory

• Fluency in French (Advantageous)

• IT or Business Degree preferred

What We Offer:

• A career within Oracle, not just a job; an opportunity to grow with and represent a Global, well-respected brand that is one of the fastest-growing end-to-end Solutions providers in the world.

• Excellent Training and Management Development provided.

• Industry-leading OTE and benefits package.

Detailed Description and Job Requirements

 The primary focus is to plan, manage and develop a team of OD Prime Sales Representatives. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across a subset of products, product lines or services directly or via partners to small-and medium sized accounts.

Manages a team of OD Prime Sales Representatives/Managers for a territory/region. Participates as a team member in strategic and tactical planning for the division. Develops working relationships with license, consulting, education, and/or support field managers to develop joint account plans. Develops and executes strategic plans utilizing resources from various marketing and sales functions to maximize revenue with frequent guidance from the area manager or director. Responsible for coaching, performance management, and career development of staff. Handles escalations and participates directly in complex sales situations to negotiate and/or resolve disputes and ensure customer satisfaction. Conducts sales forecasts, territory planning, demand generation, deal strategy development and trend analysis.

Manages and controls activities in multi-functional areas of sections. Ensures appropriate operational planning is effectively executed to meet business needs. Thorough understanding of Oracle's products and services. Ability to lead sales team in all areas of the sales cycle. Effective written and verbal communication skills. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical, and conflict resolution ability. Degree in Business or Computer Science preferred with 5 - 7 years sales or sales management experience.