Job summary:
The successful ACS Sales Representative will be a self-motivated team player who excels at cultivating executive-level, strategic relationships while developing new business within the designated sector. He/she is responsible and accountable for growth, value, strategy, and satisfaction within a small number of clients and accomplishes those objectives through relationship management, cross-selling, innovation, thought leadership and financial management. Effective in utilising Oracles internal resources, the experienced sales executive understands client needs, mobilises necessary resources and proposes “Innovative and disruptive” strategies to the customer base.
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.
The Advanced Customer Services (ACS) practice is a unit within the Oracle Customer Service Organisation that establishes long-term relationships with many of Oracle’s largest customers through annuity-based service contracts. In order to grow the Oracle Advance Customer Services Business in MEA we are looking for a number of ACS New Business Representatives for the MEA Territory that will work closely with their assigned clients and the following Oracle teams:
- ACS Technical Account Managers/Service Delivery Manager community,
- TSR / ASR License Sales teams,
- OCS Sales teams,
Key responsibilities of the role apply to the accounts assigned to the ACS New Business Representative. These include:
- Responsibility for the new business sales number for ACS services in the assigned accounts,
- Responsibility for conducting territory analysis and associated business creation activities within the assigned business vertical and account assignment,
- Responsibility for the creation of the associated business plans to accomplish the related new business targets,
- Creating of joint go-to-market activities with other aspects of the wider Oracle sales function,
- Responsibility for working alongside ACS’s EMEA marketing function to facilitate the creation and execution of targeted marketing activities to the assigned business vertical,
- Creation, attendance and participation in Oracle funded customer facing functions such as business breakfasts, conferences and other business generation focused activities,
- Active new business selling and ‘cold calling’ initiatives to potential new ACS customers,
- Active up-selling of ACS Services in existing accounts including ‘cold calls’ to untouched areas of the respective organisations,
- Being the point person for all ACS activities within the assigned accounts working closely with the assigned SDM,
- A high visibility presence within the respective assigned organisations creating relationships with all aspects of the customer IT and business management,
- Creation of a trusted advisor status within the assigned accounts IT and business management,
- Management of all internal commercial activities for all New business / Renewal and up-sell engagements,
- Relationship generation and associated collaborative working with the other aligned Oracle sales and delivery teams.
Ideal:
- A professional with a technical Background (IT, Computer Science, FH-level) Or with an economical Background (HWV/FH) with good technical understanding (IT, Computer Science),
- Likes working in a structured sales approach, and has a proven sales record in the IT Industry,
- Has at least ten years Sales experience in Products or Services, preferably in another US Company (IBM, MSFT, HP) or a renowned IT company,
- Has a good ratio of result-to-target over the past 5 years,
- Has an ambitious winner personality,
- Ideally knows Oracle Products and Services.
Must:
- Has strong presentation, organisation, co-ordination and negotiation skills,
- Has good business acumen,
- Works with setting priorities and creation of sales related business plans,
- Knows ITIL, Infomentis or similar methods,
- A good understanding of Siebel sales reporting systems,
- Easy to adapt to changes and to cultural differences,
- Familiar with the culture of a US Company and follow its Business Ethics and Conducts,
- Proven Team player,
- Fluent in English,
- Willing to travel
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