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.
We are recruiting to fill the position below:
Job Title: Territory Sales Manager, CX/CRM
Job ID: 17000ISZ
Location: Lagos
Goal
- To develop and maintain the long-term relationship between Oracle and designated customers to support applications line of business’ revenue growth. Works towards an allocated License as well as Cloud/SaaS Sales Revenue target.
Scope
- Reports to Sales Director Nigeria
- 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 Gulf 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
Requirements
- At least 10 years of sales experience in the enterprise IT sector , covering large accounts/ complex deals
- Proven track record of selling complex deals and/or SaaS/cloud solutions in Nigeria.
- Capacity to comprehend the strategic issues of selling Enterprise applications, including EPM, BI, ERP, CRM or HRM/HCM
- 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
- 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 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.
Responsibilities
- Winning new ERP/CRM/HCM 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 ERP/CRM/HCM 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
- 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.
How to Apply
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