Utilities sales representative - northern and western africa

Job Summary

Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers inclu...

  • Minimum Qualification: Degree
  • Experience Level: Senior level
  • Experience Length: 7 years

Job Description

Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers including 100 of the Fortune 100 representing a variety of sizes and industries in more than 145 countries around the globe.

Job Summary

  • Oracle’s Utilities Global Business Unit (UGBU) provides commercial off-the-shelf (COTS) software solutions for all major functions in the Utility Sector. These include Customer Care & Billing, Meter Data Management, Settlements, and Network & Outage Management.

Detailed Descriptions

  • 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.
  • Leading contributor individually and as a team member, providing direction and mentoring to others.

Scope

  • To win new Applications license business in the Oracle Utilities Global Business Unit
  • Reports to the EMEA VP Sales Oracle Utilities Global Business Unit
  • Has no direct reports, but leads the activities of virtual teams in support of opportunities
  • Works in the utility industry on a defined set of accounts ranging from large global enterprises to mid-tier in the designated territory
  • Identifies and segments all organizations that fall into their designated territory, plans and executes sales campaigns for their territory and ensures customer satisfaction
  • Engage with customers and prospects to present and sell Oracle Utilities Global Business Unit applications. Winning new license sales revenue in line with targets.
  • Works with appropriate Oracle Partners
  • Works with other Lines of Business (LOBs)

Responsibilities/Accountabilities

  • Developing a strategy and sales plan to address the designated accounts/territory
  • Strong focus on account selling – identify value proposition; whitespace; proactively propose applications to account
  • Identify and grow partnerships to successfully address client’s needs and create differentiators
  • Generating and following up on leads.
  • Marshalling internal and Partner resources to conduct the sales process.
  • Identifying and working with the appropriate people in Oracle and the Customer.
  • Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle.
  • Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the territory/industry.
  • Maintaining an awareness of Oracle Utilities' current and future Application products and services.
  • Actively maintaining a depth of product knowledge of Oracle solutions in the Utilities market.
  • Research and communicate current industry trends, drivers and potential
  • Communicate the benefits of Oracle value propositions to the market
  • Work with appropriate people to coordinate marketing activities in order to generate leads
  • Create and manage bids teams
  • Produce an accurate weekly / monthly forecast and pipeline
  • Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
  • Establish and maintain contractual agreements between Oracle and the Customers
  • Maintain customer satisfaction with accounts throughout and beyond the implementation
  • Operate in line with Oracle's business processes and procedures
  • Deliver and coordinate customer presentations and demonstrations
  • Attend Industry forums

Job Requirments

  • Work is non-routine and very complex, involving the application of advanced technical/business skills in the area of specialization.
  • 8 years applicable experience including 7 years of sales experience.
  • Successful sales track record.
  • Ability to penetrate accounts, meet with stakeholders within accounts.
  • Oracle knowledge and/or knowledge of Oracle's competitors.
  • Interaction with C level players.
  • Team player with strong interpersonal /communication skills.
  • Excellent communication/negotiating/closing skills with prospects/customers.
  • Travel may be needed.
  • Bachelor degree or equivalent

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