Services Sales Representative:
Mission and Objectives
· To achieve the set Sales Targets within existing assigned accounts andby creating new business and renewing existing contracts within the assignedTerritory or Functional area.
·Responsible forthe business sales bookings number for ACS services in the assigned accounts -works towards an allocated Sales Bookings target split in Software and Systemsbookings
·Reports to ACSSales Cluster Leader
·Contributes toACS sales plans to address the various accounts in the target market, alsodeveloping profiles of targeted accounts
·Has no directreports, but leads the activities of virtual teams in support of customers
·Works in adesignated territory or industry on a defined set of customer accounts
·Works toidentify all organizations (including existing Oracle customers) that fall intotheir designated space focusing on a targeted number that has a specific valueproposition and sales engagement activity
·Works withappropriate Oracle Partners
·Works withother Lines of Business (LOBs)
Key responsibilities of therole apply to the accounts assigned to the ACS Representative.
·Responsibilityfor the business sales bookings number for ACS services in the assignedaccounts,
·Responsibilityfor conducting territory analysis and associated business creation activitieswithin the assigned business vertical and account assignment,
·Responsibilityfor the creation of the associated business plans to accomplish the relatedbusiness targets,
·Creation ofjoint go-to-market activities with other aspects of the wider Oracle salesfunction,
·Responsibilityfor working alongside ACS’s business development/sales program functions tofacilitate the creation and execution of targeted demand generation activities,
·Works toidentify and cover all organizations (including existing Oracle customers) thatfall into their designated account list focusing on building a strong pipelineand closing opportunities in a timely fashion,
·Works withappropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partnersand alliances
·Works withCustomer Management (CM) and other Lines of Business (LOBs) to maximize thereturn from the assigned set of accounts,
·Works in adesignated industry on a defined customer list and cooperates within the OracleAccount team,
·Creation,attendance and participation in Oracle funded customer facing functions forbusiness generation focused activities,
·Active newbusiness selling and ‘cold calling’ initiatives to potential new ACS customers,
·Activeup-selling of ACS Services in existing accounts including ‘cold calls’ tountouched areas of the respective organizations,
·Being the pointperson for all ACS activities within the assigned accounts working closely withthe assigned ACS Delivery employees
·A highvisibility presence within the respective assigned organizations creatingrelationships with all aspects of the customer and business management,
·Creation of atrusted advisor status within the assigned accounts and business management,
·Management ofall internal commercial activities for all business / Renewal and up-sellengagements,
·Relationshipgeneration and associated collaborative working with the other aligned Oraclesales and delivery teams.
·At least 10years of direct sales experience, ideally in selling services to largecustomers – public and private sectors, across Africa
·Has developed asolid network of customer senior contacts at C level as well as the partner ecosystems
·Knowledge ofOracle product sets and services will be a big plus
·Experience ofworking directly with customers as opposed to through channels will bepreferred
·Should have asolid track record of independently handling the entire sales cycle, managingmultiple stakeholders right from positioning to closing
·Experience inmanaging multimillion dollar deals and consistent quota achievement
·Ability to workin a matrix organization and carry out a complex sales cycle involving multipleinternal and external stakeholders.
·Candidate witha technical background (educational and/or experience) will be preferred
Detailed Description and Job Requirements
Sales of the organization*s services (e.g., maintenance and service contracts).
Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.
8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. 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).