Oracle Recruitment for Senior Sales Executive – Oracle Utilities

Applications are invited from interested and suitably qualified candidates for Oracle Recruitment for Senior Sales Executive 2019 – Oracle Utilities.

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.

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 co-ordinate 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 in with accounts throughout and beyond the implementation
•    Operate in line with Oracle’s business processes and procedures
•    Deliver and co-ordinate customer presentations and demonstrations
•    Attend Industry forums

ESSENTIAL SKILLS

•    Proven track record in selling software applications / services to utilities companies/ public sector in Western, Eastern and Central Africa
•    Excellent track record of meeting targets
•    Demonstrated ability to close large complex deals
•    Proven track record in building relationships at all level within utility companies
•    Influencing and negotiating skills
•    Strong knowledge of the utility industry drivers in Northern and Western Africa