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.

APPLICATIONS SALES SENIOR MANAGER

Job Ref: 18000ABP
Job Type: Regular Employee Hire

SCOPE
Manages Oracle Applications sales in Nigeria
Reports to the Applications Sales Africa Cluster leader
Leads a team of Applications Sales Representatives /Territory Managers
Works towards an allocated license and SaaS/cloud sales revenue target
Works across multiple Lines of Businesses collaborating with Consulting, Applications and Alliances & Channels team

RESPONSIBILITIES / ACCOUNTABILITIES
Achieve license and Applications cloud /SaaS sales against the revenue target (annually and quarterly)
Maintain understanding of the given sectors and Oracle’s value propositions for these sectors
Develop pipeline and continuously mature & qualify opportunities in order to increase Oracle’s market share and to be enable achievement of sales target
Monitor the progress of key customer transactions in the sales cycle to ensure Oracle’s business processes and procedures are followed
Ensure use of planning / reporting tools in a quality & timely manner
Monitor customers’ satisfaction with Oracle, addressing any issues and promoting reference ability & building effective working relationships with key executives
Manage a sales team, providing direction, leadership and motivation
Set objectives and review the performance of individuals and take action to ensure targets are met & recruit/induct new team members as required
Monitor and review individuals plans, forecasts and sales activities and ensure corrective action is taken as necessary
Act as an ambassador for Oracle with customers’ executives
Identify and exploit marketing activities and campaigns that support achievement of targets
Engage with relevant Oracle Partners as appropriate

QUALIFICATIONS / SKILLS

10+ years of relevant senior sales experience from IT company (preferably software)
Experience in sales management / people management is a must
Sound knowledge in application sales is highly advantageous
Strong sales and negotiation skills, ability to influence others
Proven successful track record in the Ghana and Nigeria market
Strong result orientation
Fluent in English.
Excellent interpersonal skills; building/developing relationships, both internally and externally
Ability to work in a complex organization; leading or being a member of virtual teams
Strong communication and presentation skills
University Degree
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 applicable).

DETAILED DESCRIPTION AND JOB REQUIREMENTS
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle*s opportunities across all products and product lines.
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process.
Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale.
Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.
Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet Corporate specifications. Minimum five or more years sales or sales management experience within technology industry.
Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences.
Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.
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 applicable).

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