job description - Senior Sales Executive - Oracle Utilities
- 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.
- Marshaling 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 utility 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 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 co-ordinate customer presentations and demonstrations
- Attend Industry forums
Requirements
- 12 years applicable experience including 9 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's degree or equivalent.
Essential Skills:
- Proven track record in selling software applications/services to utility companies/ public sector in Western, Eastern Africa
- Excellent track record of meeting targets
- Demonstrated ability to close large complex deals
- Proven track record in building relationships at all levels within utility companies
- Influencing and negotiating skills
- Strong knowledge of the utility industry drivers in Western, Eastern Africa
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