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Demand Generation / Sales Development Manager - ERPM / SCM

Oracle

Posted on June 19, 2019

8 - 9 years Egypt - Egypt

Other(Other). Any Nationality

Opening 01

Job Description

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*Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.
A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.
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. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly 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).
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).


IT - Software Services

Sales / Business Development

Desired Candidate Profile

*
Demand Generation MANAGER
Oracle
is rapidly expanding the portfolio with regards to the Cloud Applications
(Software as a Service). This period is a very exciting one, with ambitious
growth targets aimed at garnering the #1 position in SaaS.
In
order to achieve this vision, the ECEMEA Demand Generation team was formed
in June 2016. The team covers all countries in the ECEMEA region and is now
focused to provide additional coverage for specific solution areas. This is
a fantastic team role for a senior person in a highly dynamic and growing
environment. The Demand Generation Managers are responsible for the following
activities:
Transformation Accounts Engagements:
-
Identify high potential accounts with an appetite to
spend on SaaS solutions.
-
Work with the sales team to build & own the account strategy
to nurture the account
-
Bring the right resources and orchestrate activities to
create demand within the customer organization and key stakeholders
-
Help create opportunities, ensure that the opportunity
is progressing with the help of presales team.
Professional Body
outreach:
-
Identify associations and professional bodies that are
well known in the region.
-
Connect with them and organize collaborative activities
which can increase Oracle s mindshare within the minds of the members.
-
Work with them to improve Oracle s coverage, Oracle s
reach to business stake holders.
Demand Generation Events:
-
Build & own the execution strategy to improve the
pipeline for specific products in specific geographies
-
Plan the right type of events, identify the target
accounts for the event, attract the right profiles, execute the events and
deliver the target pipe for ERP, EPM, HCM and SCM for CATLEENA (Central
Asia, Turkey, Levant, North Africa).
-
Deliver sessions (speaking) at customer facing events
(mainly 1:M events)
-
Creation/adaption of local/industry content and active
contribution to the Oracle Buzz via social media channels, thus building a
large network to reach the right influencers.
-
Identify, participate and deliver results by
participation in relevant 3 rd party events.
-
Identifies and influence key local stakeholders
(Customer, analyst, Partners, Influencers) to further increase market share
through planning and execution of activities working closely with other key
organizations like marketing, alliances and channels, the inside sales
organization and the field sales organization.
-
Build / have personal credibility and experience to
attract the right audience to the events.
-
Ensure that Knowledge Management occurs in the relevant
Industry/Product groups sharing best practice across including related
competence for customer facing staff
The plan should drive SaaS market growth,
secure pipeline coverage in line with objectives and SaaS revenues. He/she
will work closely with the Sales Leaders and other key stakeholders in the specific
geography and be the person responsible and accountable for these
activities.
Role
Responsibilities:
• Owns the execution
of the GTM plan
• Work with the other
stakeholders to ensure plans and activities are understood, agreed and
managed
• Monitor and review
sales campaigns progress for the Region and Industry organisations
• Identify, maintain
and deploy an internal network of people who can support achievement
of plans and revenue objectives
• Engage with relevant
Oracle Partners as appropriate
• Maintain a good
understanding of the Oracle Cloud Applications and competition in the
associated product areas
• Maintain an
understanding of Oracle s strategic direction within the Solution Areas
• Operate in line with
Oracle's HR policies and procedures
• Operate in line with
Oracle's processes and procedures
COMPETENCIES:
Account
Management experience, preferably in the specific geography/
Demand Generation / Business Development experience
Experience in executing a defined Strategy Regional Role
experience would be a plus
Connect with Industry bodies and Professional
organizations in the region.
SaaS Product
Knowledge :
Knowledge of one or more areas of ERP/EPM/HCM/SCMfunctional areas. Oracle
product knowledge ( Oracle ERP/HCM/EPM/SCM
Cloud ) is a bonus. The candidate should also know the competitive
landscape in this specific area. This person should have the credibility
and knowledge to talk to senior stakeholders on business challenges and how
Oracle SaaS can help overcome them.
Geography

Keywords

Demand Generation / Sales Development Manager -

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