CONSULTING SALES REPRESENTATIVE - ROMANIAN MARKET

Nivel cariera

Senior (5-10 ani)

Locatii

București


JOB IDENTIFICATION


1. Job title: Consulting Sales Representative


2. Department: Consulting


3. Position reports to: Consulting Sales Director


 


JOB DESCRIPTION


1. Main Objectives:


- To win new consulting accounts and develop and manage the relationship with them in order to maximise the consulting revenues and margin and to support the growth of licence sales


- Working with Supply to ensure effective delivery.


- Reports to Consulting Sales Director (CSD) in a designated industry.


- Works on designated accounts and take on new accounts as allocated


- Works toward a Consulting Sales revenue and margin target


- May lead a team within the Consulting Sales


- Works with Licence Sales, Supply, Pre-sales and selected Partners


Description of responsibilities:


- Working closely with Sales Management in order to identify, qualify and maximise the consulting opportunities for Oracle within new accounts


- Identifying the appropriate Oracle Consulting Value Proposition and interpret it to the prospective client


- Generating proposals either as part of a licence led opportunity or for consulting services


- Acting as an ambassador for Oracle Consulting in new clients


- Generating, communicating and delivering an Account Plan for each account


- Managing the bid process for consulting and licence sales proposals


- Accurately forecasting against plans and targets


- Developing and maintaining relationships with key decision makers in the designated and new accounts


- Monitoring the delivery of consulting business once won to ensure margins are maintained and clients remain satisfied


- Acting as a point of escalation and resolutions for unresolved client issues


- Pro-actively updating industry and product knowledge


- Contributing to the development of Oracle Value Propositions for the industry


- Working with designated partner organisations on specific opportunities


- Coaching and mentoring more junior staff


- Is aware and understand department policies, procedures and processes


- Ensure the fulfillment of any other additional tasks related to the job based on direct superior request in accordance with the activity requirements


Accountabilities


- Write proposals with input from all relevant expertise in compliance with Oracle standards


- Present proposals to clients and manages them through the client approval process


- Maintain accurate records of all sales activities and key contacts in the account(s)


- Produce regular and accurate forecasts as requested by the CSD


- Obtain in conjunction with Consulting Contracts Specialist all appropriate management approvals for proposals


- Ensure the contracts are legally compliant and commercially viable


- Manage the execution of sales activities (e.g. demos and presentation(s)


- Hand over responsibility for delivery to Supply management and monitors the delivery progress


- Feed back on consultants performance to Supply management


- Research and communicate current industry trends, drivers and potential


- Maintain a breadth of knowledge of Oracle's products and services


- Create and communicate reference site


- Operate in line with global and local Oracle’s processes and procedures


JOB SPECIFICATION:


1. Education level/Qualifications: University degree in relevant field


2. Job Competencies:


Personal Competencies:


- Credibility


- Creativity


- Decision Making


- Change Orientation


- Personal Drive


- Planning & organising


- Results orientation


- Influencing & negotiating


- Customer focus


- Teamworking


- Building effective relationships


- Effective communication


Managerial Competencies:


- Business Acumen


- Organisational sensitivity and awareness


Professional Competencies:


- Romanian market knowledge, deep knowledge of sales cycle and process


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).