Applications Sales Representative /Territory Sales Manager
منذ 47 يوم

Preferred Qualifications

Enterprise Application and Cloud Territory Sales Manager

Goal :

To develop andmaintain the long-term relationship between Oracle and designated customers tosupport Enterprise Applications line ofbusiness’ revenue growth.

Works towards an allocated License and Cloud / SaaS Sales Revenue target.


  • Reports to Sale Director in Qatar
  • Has no directreports, but leads the activities of virtual teams in support of customers
  • Works in a designatedindustry on a defined customer list and cooperates with his Technology SalesRepresentative counterpart as well as Senior Apps Account Manager
  • Works to identify andcover all organisations (including existing Oracle customers) that fall intotheir designated account list focusing on building a strong pipeline andclosing opportunities in a timely fashion in Qatar region.
  • Works withappropriate Oracle Partners, i.e. resellers, SI's, ISV's, technology partnersand alliances
  • Works with Pre Sales,Marketing and other Lines of Business (LOBs) to maximize the return form theassigned set of accounts
  • Works towards anallocated License and Cloud / SaaS Sales Revenue target

  • Winning new Enterprise Applications (HCM / HRM, CX / CRM, ERP) license and Cloud / SaaS sales revenue in linewith targets
  • Facilitating andnurturing Senior Management relationships to generate active sponsorship ofOracle
  • Developing a strategyand sales plan to address Sector requirements
  • Developing profilesof targeted accounts
  • Defining appropriateEnterprise Sales Industry Value Propositions for Enterprise Applications (HCM / HRM, CX / CRM, ERP) solutions
  • Driving theimplementation of sales and marketing campaigns
  • Generating andfollowing up on leads
  • Qualifying leads andprioritising opportunities
  • Marshalling internaland Partner resources to conduct campaigns
  • Identifying andworking with the appropriate people in Oracle and the Customer
  • Developing, extendingand maintaining relationships with the appropriate staff
  • Facilitating andnurturing Senior Management relationships to generate active sponsorship ofOracle
  • Working with, andinfluencing the activities of Oracle Partners as appropriate
  • Maintaining anunderstanding of Oracle's strategic direction and interpreting its relevance tothe industry sector
  • Maintaining anawareness of Oracle's current and future application / technology products andservices
  • Maintaining anunderstanding of competitive activity relevant to industry sector

  • At least 7 years of sales experience in the enterprise IT sector , covering large accounts / complex deals
  • Proven track record of selling complex technology deals in Qatar
  • Capacity to comprehend the strategic issues of selling Enterprise applications, including EPM / ERP, CRM or HRM / HCM solutions.
  • Experience of selling cloud solution is preferable.
  • Fluent in Englishis a must
  • Demonstrable overachievement of revenue goals
  • Strong desire to overachieve revenue goals
  • Strong sales skills; including business justification, negotiation and closing
  • Understanding of the enterprise software market
  • Self starter, fast learner and hungry for knowledge and information
  • Fully aware of technology trends, industry standards and terminology
  • Excellent account management and organisational skills
  • Team 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.

    Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience.

    Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and / or knowledge of Oracle*s competitors.

    Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts.

    Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.

    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, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).


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