Territory Sales Manager Public Sector at Oracle Nigeria

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. Oracle's product strategy provides flexibility and choice to our customers across their IT infrastructure. Now, with Sun server, storage, operating-system, and virtualization technology, Oracle is the only vendor able to offer a complete technology stack in which every layer is integrated to work together as a single system. In addition, Oracle's open architecture and multiple operating-system options gives our customers unmatched benefits from industry-leading products, including excellent system availability, scalability, energy efficiency, powerful performance, and low total cost of ownership.

We are recruiting to fill the following position:

Territory Sales Manager Public Sector

Ref No: 14000OTA
Location: Abuja

Goal:
To develop and maintain the long-term relationship between Oracle and designated customers to support revenue growth in Public sector, based in Abuja, Nigeria. Works towards an allocated License Sales Revenue target.

Scope:

Reports to Applications Sales DirectorHas no direct reports, but leads the activities of virtual teams in support of customersWorks in a designated industry on a defined customer list and cooperates with his Technology Sales Representative counterpart as well as Senior Apps Account ManagerWorks 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 alliancesWorks with Pre Sales, Marketing and other Lines of Business (LOBs) to maximize the return form the assigned set of accountsWorks towards an allocated License Sales Revenue target

Responsibilities:

Winning new ERP / CRM /HRM /HCM license sales revenue in line with targetsFacilitating and nurturing Senior Management relationships to generate active sponsorship of OracleDeveloping a strategy and sales plan to address Sector requirementsDeveloping profiles of targeted accountsDefining appropriate Enterprise Sales Industry Value PropositionsDriving the implementation of sales and marketing campaignsGenerating and following up on leadsQualifying leads and prioritising opportunitiesMarshalling internal and Partner resources to conduct campaignsIdentifying and working with the appropriate people in Oracle and the CustomerDeveloping, extending and maintaining relationships with the appropriate staffFacilitating and nurturing Senior Management relationships to generate active sponsorship of OracleWorking with, and influencing the activities of Oracle Partners as appropriateMaintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sectorMaintaining an awareness of Oracle's current and future application/technology products and servicesMaintaining an understanding of competitive activity relevant to industry sector

Knowledge and Competency Requirements

At least 10 years of sales experience in the enterprise IT sector , covering large accounts/ complex dealsProven track record of selling large applications deals in Public sector in NigeriaCapacity to comprehend the strategic issues of selling Enterprise applications, including ERP, CRM and HRM/HCMFluent in English is a mustDemonstrable overachievement of revenue goalsStrong desire to overachieve revenue goalsStrong sales skills; including business justification, negotiation and closingUnderstanding of the enterprise software marketWilling to travel on frequent basisSelf starter, fast learner and hungry for knowledge and informationFully aware of technology trends, industry standards and terminologyExcellent account management and organisational skillsTeam player

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.