Summary
Date Posted: Wednesday, May 25, 2022 , Base Salary: Not Disclosed

JOB DETAILS:
Main Responsibilities:
The position's primary responsibility is to generate new business and new logos in the Technology Consulting Services Sub Saharan Africa region. The candidate will develop revenue-producing relationships with decision-making CxO level executives; drive the sales from initial prospect communication through contract execution working with business development & solution architecting teams, from an opportunity to contract signature.

Responsibilities include:
• Orchestrates and leads the execution of the account strategy, incorporating sales, services, marketing, product and support for other Oracle organizations
• Work closely aligned with the Account Executives in the sales teams, plus the Regional Sales Directors, to ensure appropriate alignment and use of extended customer network
• Establish a robust governance model between Sales (Account Executives) & Services, with clearly articulated plans to develop the new additional pipeline for the business
• Accountable for day to day activities of the Customer Base and Customer Success teams, on the account for customers in production
• Provide oversight for sales handover to delivery customers while in the initial deployment phase
• Coordinate all customer-facing functions outside of ticket generated support requests and direct implementation activity. This will include Executive Sponsor Engagement, regular visits or calls and any sales related communication for Consulting
• Complete the long-term business strategy plan
• Find opportunities alongside XLoB teams and then facilitate the journey from a pipeline to delivery and attachment to pivotal initiatives such as Evolve services
• Develop long term C-level relationships; create and lead a robust joint governance model; act as the primary point of contact for sales engagement
• Lead integrated account planning and ensure Oracle's footprint is expanded with the involvement of all relevant business areas and partners
• Proactively identify customer problems and direct the customer towards self-sufficient Oracle solutions
• Drive Product and Services adoption and protect Services revenue
• Provide leadership around Value Management and Realization exercise outcomes, enabling connection of the Value Realization
• Quality Assurance of Proposals, sales material and services contract and amendments before the final release
• Prospecting, identifying and closing new business and new logos
• Generate new revenue from logos won
• Attaining sales/revenue goals for the consulting sales team – (including Evolve – Life cycle Managed services)
• Contributing and consuming sales, delivery and contracting IP
• Coordinating with Matrix domain and Industry team to assign the best possible teams from engagement to delivery
• Working with the MEA unified approach to achieving the organization’s goals in the account
• Demonstrated ability and maturity to sell and establish relationships with C-Level executives
• Ensuring a high level of customer satisfaction
• Ability to work with XLob team members and foster a trust relationship with Applications and Technology sales teams as well as Apps Consulting, ACS , LIFT , Pharos and GSC
• Contributing to accurate forecasting and sales CRM data quality throughout the sales cycle

Key Objectives:
• Strategic focus on our highest Cloud revenue accounts
• Account planning to support OC and our Customers' objectives
• Management of feature adoption blueprint, to support up-sell / expand opportunities
• Collaboration and innovation in the creation of IP
• Improved Executive and individual contributor alignment
• Active contribution in achieving set quarterly and annual bookings targets for Cloud, (PaaS and IaaS) including critical initiatives such as Evolve, SOAR and Technology Improve
Experience Guidance:
• 10 Years of Industry experience (predominantly in Account Management/customer-facing roles) in Kenya and Sub-Saharan Africa.
• Experience in hunting new logos/ account management/customer-facing roles for large global outsourcing companies.
• Experience in farming/harvesting in existing accounts
• Extensive business experience in Sales and Consulting with sophisticated business IT solutions
• Deep industry/domain expertise
• Proven experience in comprehensive account management, leading account and delivery teams
• Experience with long term planning of resources, technology and accounts
• Ability to lead/prioritize multiple customer demands balancing customer satisfaction with revenue and profitability targets
• Willingness to operate and assist at any level when required
• Leadership abilities to empower and lead a matrixed team of individuals at multiple levels within an organization
• Exceptional communication skills
• Good understanding of contracting and privacy laws
• General knowledge of software license contracts and delivery of associated services
• Experience in complex negotiations
• Extensive knowledge of the global professional services delivery model. Including services contracting and risk management processes
• 10 Years plus strong Oracle Cloud IaaS and PaaS and e-Business Suite product knowledge, project management, product architecture and implementation experience
• A strong record of sales success and exceeding targets is preferred.
• Excellent communication skills - both written and verbal.
• Excellent Team player
• Ability to operate in an undefined environment
• The CEM is a field role, and the candidate is expected to spend a significant portion of their time meeting with clients face to face across Sub Saharan locations
• The candidate will be required to do forecasting, prepare bids, negotiate, and lead the sale cycle.
• BE, BS or BA in related fields. A Master of Business Administration (MBA) Degree is highly preferred.

Highly Desirable Skills:
• Oracle product implementation experience (Understanding of project and delivery lifecycle)
• Oracle Consulting Bid and contracting experience
• Oracle product certifications and architecture knowledge
• Proven deal closure and contracting skills


Work Hours: 8

Experience in Months: 120

Level of Education: Bachelor Degree

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