Applications Sales Representative - Territory Account Manager
Morocco and Tunisia
GOAL : To develop and maintain the long-term relationship between Oracle and designated customers to support Enterprise Applications line of business’ revenue growth.
Works towards an allocated License and Cloud / SaaS Sales Revenue target.
For more information on Oracle’s Cloud Applications please visits here :
Reports to Senior Sales Manager
Leads the activities of virtual teams, including pre-sales, in order to ensure support of customers
Works in a designated industry on a defined customer list and cooperates with his Technology Sales Representative counterpart
Works to identify and cover all organizations (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 Morocco and Tunisia region
Works with appropriate Oracle Partners, , SI's, ISV's and alliances
Works with Pre Sales, Marketing and other Lines of Business (LOBs) to maximize the return form the assigned set of accounts
Works towards an allocates resources and plans the new business deals RESPONSIBILITIES :
Winning new Enterprise Applications (ERP, HCM / HRM, CX / CRM) Cloud / SaaS and License On Premise sales revenue and overachievingtargets
Giving sales management accurate visibility and reporting on a weekly basis
Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle
Developing a strategy and sales plan to address specific accounts requirements
Developing profiles of targeted accounts
Defining appropriate Enterprise Sales Industry Value Propositions for Enterprise Applications (HCM / HRM, CX / CRM, ERP) solutions
Driving the implementation of sales and marketing campaigns
Generating and following up on leads
Qualifying leads and prioritizing opportunities
Establishing C-level relationship and develop cloud adoption in key accounts
Developing and facilitating relationships with the appropriate staff to develop new opportunities within account territory
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 :
At least 7 years of sales experience in the enterprise IT sector , covering large accounts / complex t deals
Proven track record of selling enterprise applications
Great knowledge of territory and key accounts in Morocco and Tunisia.
Capacity to comprehend the strategic issues of selling Enterprise applications, including EPM, BI, ERP, CRM or HRM / HCM solutions.
Experience of selling cloud solution is preferable.
Fluent in French and good knowledge of English
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 organizational skills
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.
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.
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, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).