Jobs at Oracle

Job summary

• As Oracle undergoes a huge business transformation it is critical making Cloud the key pillar of the region. The Business Operations role becomes more and more important as the key partner to the Sales in the region you will help them understanding the state of the business and providing pivotal information, analysis and strategy to drive business decisions.
• You will need to be able to handle multiple priorities and address key business challenges with senior stakeholders from different departments.
• We need a mix of both strategic and analytical thinking, someone that has led transformation projects and developed strategy as well as someone who can interpret numbers and make meaningful assessments of them for the sales leadership.

Key Result Areas

•  Support Executive (SDs ) in preparing strategic assessments
•  Develop initiatives to boost sales
•  Provide pivotal metrics that drive decision making
•  Assist performing competitive analysis
•  Ensure process consistency within the region and assist with building out Best Practices
•  Support initiatives to recruit/build the organization
•  Work in collaboration with Finance and HR departments to monitor financial and People KPIs.
• Experience & educational/knowledge requirements
•  Strong Experience in working in a Strategic Consulting firm or business operations role
•  Experience in running large transformation processes
•  Demonstrated initiative in an unstructured environment with multiple projects & priorities
•  Strong leadership and communication skills
•  Proven ability to work in a team environment
•  MBA is a plus
•  Expertise with Microsoft products (Excel, PowerPoint, Word)
•  Fluent in English

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).

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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.

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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.

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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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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.

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).