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Applications Sales Representative /Territory Sales Manager

Oracle

7 - 9 years Other - Qatar

Any Graduation. Any Nationality


, Posted on May 17, 2018 1 Opening

Job Description

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*Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.
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).


Industry Type : IT - Software Services
Functional Area : Sales / Business Development

Desired Candidate Profile

*
Enterprise Application and Cloud Territory Sales Manager
Qatar
Goal:
To develop and
maintain the long-term relationship between Oracle and designated customers to
support Enterprise Applications line of
business revenue growth. Works towards an allocated License and Cloud/SaaS Sales Revenue target.
SCOPE:
Reports to Sale Director in Qatar
Has no direct
reports, but leads the activities of virtual teams in support of customers
Works in a designated
industry on a defined customer list and cooperates with his Technology Sales
Representative counterpart as well as Senior Apps Account Manager
Works to identify and
cover all organisations (including existing Oracle customers) that fall into
their designated account list focusing on building a strong pipeline and
closing opportunities in a timely fashion in Qatar region.
Works with
appropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partners
and alliances
Works with Pre Sales,
Marketing and other Lines of Business (LOBs) to maximize the return form the
assigned set of accounts
Works towards an
allocated License and Cloud/SaaS Sales Revenue target
RESPONSIBILITIES:
Winning new Enterprise Applications (HCM/HRM, CX/CRM, ERP) license and Cloud/SaaS sales revenue in line
with targets
Facilitating and
nurturing Senior Management relationships to generate active sponsorship of
Oracle
Developing a strategy
and sales plan to address Sector requirements
Developing profiles
of targeted accounts
Defining appropriate
Enterprise Sales Industry Value Propositions for Enterprise Applications (HCM/HRM, CX/CRM, ERP) solutions
Driving the
implementation of sales and marketing campaigns
Generating and
following up on leads
Qualifying leads and
prioritising opportunities
Marshalling internal
and Partner resources to conduct campaigns
Identifying and
working with the appropriate people in Oracle and the Customer
Developing, extending
and maintaining relationships with the appropriate staff
Facilitating and
nurturing Senior Management relationships to generate active sponsorship of
Oracle
Working with, and
influencing the activities of Oracle Partners as appropriate
Maintaining an
understanding of Oracle's strategic direction and interpreting its relevance to
the industry sector
Maintaining an
awareness of Oracle's current and future application/technology products and
services
Maintaining an
understanding of competitive activity relevant to industry sector
KNOWLEDGE AND
COMPETENCY REQUIREMENTS
• At least 7 years of sales experience in the enterprise
IT sector , covering large accounts/ complex deals
• Proven track record of
selling complex technology deals in Qatar
• Capacity to comprehend the
strategic issues of selling Enterprise applications, including EPM/ERP, CRM or HRM/HCM solutions.
• Experience
of selling cloud solution is preferable.
• Fluent in English is a must
• Demonstrable overachievement
of revenue goals
• Strong desire to overachieve
revenue goals
• Strong sales skills;
including business justification, negotiation and closing
• Understanding of the
enterprise software market
• Self starter, fast learner
and hungry for knowledge and information
• Fully aware of technology
trends, industry standards and terminology
• Excellent account management
and organisational skills
• Team player

Keywords

Presales Crm Account Management Erp Oracle Forecasting Enterprise Applications Hrm Resource Allocationiness Applications

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