Applications Territory Account Manager - Ethiopia-20000AUY Preferred Qualifications Applications Territory Account Manager
To develop and maintain the long-term relationship between Oracle and
designated customers to support Applications Cloud/SaaS revenue growth. Works
towards an allocated License and Applications
Cloud/SaaS (software as a service) revenue target in Ethiopia .
Reports to Applications Account Director 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 Territory Account Manager
counterpart as well as Senior Applications Territory 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 the Kenyan 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 from the assigned set of
accounts Works towards an allocated License sales and Applications Cloud/SaaS (software as a service) sales
Winning new ERP, CX or HCM licenses
and Applications Cloud/SaaS 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 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
Fluent in English
Fluent in Amharic is mandatory
At least 7 years of strong account management experience in the
enterprise IT sector, managing complex enterprise solutions in Ethiopia
Strong relationships, at C-level, across various
industries in Ethiopia Proven track record of marketing complex IT solutions in Ethiopia Understanding
and experience of marketing Cloud solutions is a plus Capacity to comprehend the strategic issues of
marketing enterprise applications solutions, including ERP, CX or HCM Demonstrable overachievement of revenue goals Strong desire to overachieve revenue goals Strong business development skills; including
business justification, negotiation and closing Understanding of the enterprise software
market Willing to travel on frequent basis 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
Go ahead, amaze
When you provide the world’s most
complete, open, and integrated business software and hardware systems and work
with all 100 of the Fortune 100, you have pretty high standards. That’s
why at Oracle, we seek only the top sales talent to join our team. In return,
we provide the opportunity for you to showcase your talent as you enjoy the
rewards of selling technology that is the envy of the industry. Join us and be
part of the best sales force in the business.
good. This change is even better.
If you feel like you’ve hit the
ceiling of your current job, join the company whose potential is virtually
limitless. Oracle is the global leader in advanced business software, hardware
and middleware solutions. In fact, we help drive the success of all 100
companies in the Fortune 100. If you’re a highly ambitious sales
professional looking for more from your career, we’d like to help drive your
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
Detailed Description and Job Requirements
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 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).
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