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Descrierea postului:
Oracle EMEA BI&EPM global sales business unit is looking for a Sales Executive in order to raise the profile of Oracle’s Business Intelligence Applications and Technology within ROMANIA. The objective for seeking such a role is to win new Oracle BI business either through partners, or selling in a co-prime role with Oracle’s CRM, ERP and Technology Sales Executives and to grow Oracle's share of business in the BI sector.
SCOPE:
* Reports directly to the EE/CIS Regional BI Sales Manager.
* Has no direct reports, but leads or participates in the activities of virtual teams in support of sales opportunities in cooperation with BI Sales Consultant and other Oracle team members in ROMANIA.
* Works within the designated territory of ROMANIA, across the industries and customer groups.
* Works to identify all organisations (including existing Oracle customers) that fall into their designated industry space, focusing on a smaller targeted number that have a specific value proposition and sales engagement activity.
* Works with appropriate Oracle Partners.
* Works with other Oracle Lines of Business (LOBs).
* Works towards an allocated Licence Sales Revenue target
RESPONSIBILITIES & ACCOUNTABILITIES:
* Winning new licence sales revenue in line with targets.
* Developing a strategy and sales plan to address the designated territory coverage.
* Developing profiles of targeted accounts within the ROMANIA TERRITORY.
* Defining appropriate Enterprise Sales Industry Value Propositions
* Driving the implementation of sales and marketing campaigns.
* Generating and following up on leads.
* Qualifying leads and prioritising 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 Oracle 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 industry sector.
* Maintaining an awareness of Oracle's current and future products and services.
* Maintaining a complete and up-to-date understanding of competition in BI line, and able to influence the sales process for developing proactive and counter actions for winning the deal.
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 appropriate people to co-ordinate marketing activities in order to generate leads.
* Generate and manage bids teams.
* Produce an accurate weekly forecast and pipeline using appropriate internal systems.
* Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required.
* Establish and maintain contractual agreements between Oracle and the Customers.
* Maintain contact with accounts through proper means of relationship building methods, as and when needed.
* Maintaining an awareness of Partner competence and capability.
* Operate in line with Oracle's business processes and procedures.
* Deliver and co-ordinate customer presentations and demonstrations.
* Attend to relevant industry/subject forums for competence building
Cerinte
QUALIFICATIONS:
* Must have a sales experience in the Business Intelligence / Analytics Solutions marketplace with the ability to gain credibility with both business and IT users in the sales cycle.
* Must be able to understand and articulate the differences of pre-built Analytic Applications (buy) vs. stand-alone Business Intelligence products (build), and be able to clearly position our competitive advantages to specific customer needs.
* Must possess relevant industry domain expertise to uncover and articulate value propositions and ROI equations that directly address customer business problems.
* Must possess the knowledge and depth to understand and address typical issues and questions of IT audiences in the Data Warehouse and Business Intelligence marketplace.
* Demonstrated ability to work in a team selling environment.
* Must have the natural sales competence to asses the nature of the deal, and capable of working with the main sales force automation tools of Oracle in order to generate forecast in a timely manner
* Must be able to work with a sales driven consciousness in order to meet targets within the designated time periods, and meet deadlines for customers, Oracle sales teams, and his/her own management
* Self-starting, entrepreneurial, highly motivated, sales oriented indivual.
* Capable to sell, co-sell and steer salescycles.
* Able to work within a teamwork framework.
* Fluency in English language |
