SUPPLY CHAIN PLANNING & LOGISTICS - APPLICATIONS SALES REP (CO-PRIME)-19000KW2
To manage the expansion of Oracle Supply Chain Planning, Manufacturing, Transportation/Logistics, Product Life Cycle Management, Order Management and Inventory Fusion /On premise Applications Sales in CEE. To work in close coordination with the CEE. Prime Applications Sales team to win new SCM EDGE Apps business, either directly or via partners. To grow Oracle's VCE and VCP share of business in this markets dramatically. SCOPE: Reports to Head of EDGE and Best of Breed Applications Sales, ECEMEA Has no direct reports, but leads the activities of virtual teams in sales Campaigns and Demand Generation? Works in targeted accounts, selling Oracle’s Supply Chain Portfolio of Products Works to identify all Target Accounts (including installed base) within their designated market, prioritising a small number of accounts that have a specific value proposition and sales engagement activity. Works with Oracle Partners, ie resellers, SIs, ISVs, technology/application partners and alliances Works with Multi Channel Sales, Marketing, Sales Consulting and other Lines of Business (LOBs) Works towards an annual License Sales Revenue target RESPONSIBILITIES: Winning new license sales revenue in line with targets Developing a strategy and sales plan to address the designated industry sector Developing profiles of targeted accounts within the industry sector Defining appropriate Enterprise Sales Industry Value Propositions Driving the implementation of sales and marketing campaigns and Demand Generation Activities Generating and following up on leads Qualifying leads and prioritizing 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 market Maintaining an awareness of Oracle's current and future Application products and services Maintaining an understanding of competitive activity relevant to industry sector ACCOUNTABILITIES: Research and communicate current industry trends, drivers and potential Translate Oracle's Strategy and Marketing Messages to the market Create Value Propositions and communicate the benefits of these to the market Design sales and marketing campaigns and put teams and task forces together to deliver them Work with Multi Channel Sales Marketing to co-ordinate marketing activities in order to generate leads Generate and manage bids teams Produce an accurate weekly forecast and pipeline. Establish effective relationships with other Oracle BUs to ensure successful EDGE sales plan execution. Establish and maintain contractual agreements between Oracle and the Customers Maintain contact with accounts through Application implementation Maintaining an awareness of Partner Competence and capability Operate in line with Oracle ECEMEA's business processes and procedures Deliver and co-ordinate customer presentations and demonstrations COMPETENCIES: Decision Making Value Based Sales Skills Influencing & Negotiating Customer Focus Teamwork Results Orientation Personal Drive Customer Needs Analysis Consultative Selling Industry Mastery Opportunity Management Sales Process Acumen Competitive Awareness Background in sales of high value Supply Chain software
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.
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