Reports to Director, CustomerSuccess Manager for Sub Saharan Africa. Position is located in Lagos, Nigeria
No direct reports
Works as part of the Supportorganization contracts Renewals team
Deliver to set renewal bookingtarget and specific KPI’s.
Will be responsible for RenewingSupport Contract for both Hardware & Software
Performing Quality Assurance onregional Support renewals business
Maintain Good relations betweenOracle, its customers and business partners
Presenting quotations to clients andmanage them through the approval process
Maintaining Support Renewalforecasts and Oracle Service Contracts system (OKS)
Building and maintainingrelationships with decision makers in the designated Accounts
Executing sales activities (e.g.presentations)
Maintaining Account plans for TopAccounts
Negotiating and commercialmanagement of designated Accounts
Managing the bid process through toclosure
Ensuring client issues are escalatedto the relevant parties within Oracle
Positioning the value of Support tocustomers
Working with designated Partnerorganizations on specific opportunities and renewals
Work closely with existing RenewalReps in Sub-Saharan Africa
Build and maintain relationshipswithin Support and across Lines of Business.
Write approval requests, wherenecessary, in compliance with Oracle standards.
Obtain appropriate managementapprovals.
Ensure the contracts are legallycompliant and commercially viable
Maintain accurate records of allsales activities and key contacts in the Account
Produce regular and accurateforecasts as requested by the Service Sales Director. Ensure OKS is updated daily.
Maintain a breadth of knowledge ofOracle’s products and Services
Operatein line with Oracle’s business processes and procedures
Credibility, attention to detail
Personal Drive, results orientation
Influencing and negotiating
Building effective customer relationshipswith mid management and C level
Effective written and oralcommunication in business French and English
Organizational sensitivity andawareness
PROFESSIONAL COMPETIENCIES :
Minimum 5 Years experience in ITMarket
Excellent Local and English Language
Ability to travel & to workunder pressure
Excel, Financial tools competency
Oracle Support Market knowledge
Knowledge of sales cycle and process
Experience of Service Selling
Detailed Description and Job Requirements
Drive the renewal of Oracle*s contracts to existing customers.
Responsible for timely renewals for medium-sized 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.
5-8 years experience in sales or related area. Job duties are varied and complex, needing independent judgment. May have project lead role.
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, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).