ACS Sales Cluster Leader/Directror, Turkey & Central Asia.

Job Purpose/Scope:

This job is directly responsible for the growth of Oracle Advanced Customer Services (ACS) in Turkey and Central Asia. Representing Oracle ACS services internally (XLOB) and externally. Leading and manage the ACS Sales teams. 

Accountable for achievement of the Sales Targets, and defined KPIs. protection of ACS revenue streams and growth of the Oracle footprint in existing and new customers, customer satisfaction and reference ability  motivation, development and retention of talent within the organization  

Driving ‘thought leadership and direction’ the sales of ACS in Turkey and Central Asia, evangelizing the value of ACS to customers and XLOB (cross lines of businesses) at Oracle.

 

Major Activities/Responsibilities:

 

• Develop business plans to successfully achieve strategic objectives and targets and to implement operational policies
• Responsible for developing and maintaining a strong sales organization for sustained growth.
• Develops territory plans and participates in strategic and tactical planning; Allocates territories, sales targets and quotas to the employees
• Responsible for working alongside ACS’s business development/sales program functions to facilitate the creation and execution of sales initiatives.
• Responsible for accurate and timely forecasting an reporting, use of Oracle best practices and  tools for opportunity management, account planning and forecasting.
• Ensures XLOB joint account planning for all key accounts.
• Builds relationships with top management in customer and government organizations.
• Participates in the negotiation of major sales deals within broad policy guidelines.
• Directs and motivates staff to achieve agreed targets; Ensures effective ongoing performance management, supporting career development of team members.
• Engages in collaborative, strategic and tactical business planning with key partners.
• Develops relationships with key stakeholders across the Oracle lines of business (XLOB) to build collaborative environment and agree joint customer/go-to-market activities
• Executes the overall implementation of company objectives and operating practices. Ensures that the Company's performance complies with Oracle worldwide management directives and local statutory regulations.

• Key requirements:

  ·   Proven track record in sales and service management

  ·   Ability to build and manage direct team’s. (people management)

  ·   Ability to be a leader and balance this with management.

  ·   Good knowledge and understanding of IT and its applications.

  ·   Must be able to translate between technology solutions and business requirements in a knowledgeable and articulate manner.

  ·         Ability to be a keynote speaker at local customer and marketing events

   

  Qualifications:

•  

  A university degree, preferably in Commerce, Computer Science, or Business Administration or an equivalent combination of education and related experience.

• Worked for at least 15 years in the computer industry, with direct sales experience, and at least 7 years senior sales management experience.

• Proven track record in sales and management.

• Experience in marketing/sales positions.

• Good negotiation skills and effective communicator.

• Sound financial acumens

• Strategic thinker and innovator.

Manages sales of the organization’s services (e.g., maintenance and service contracts).

Manages sales of the organization’s services (e.g., maintenance and service contracts). Group is responsible for developing new accounts and/or expanding existing accounts within an established geographic territory, industry, product segment or channel. Incumbents at the Director and Senior Director level typically manage other sales managers. Incumbents at the Manager level may manage only individual contributor sales account managers and may carry their own sales quota. The incumbent’s level may be determined by the size of the geographic area of responsibility (e.g., region vs. district vs. branch), the size or significance of the industry or product segment for which the incumbent is responsible, or other factors.

May be responsible for attaining sales objectives on branch/area/district/regional basis. Responsible for a limited territory/ industry/ product line. Primary duty is to manage individual contributors, but generally operates at a more senior level than Manager level and may manage through subordinates. Ensures that operational policies are followed and that business objectives are achieved. Manages and controls activities in multi-functional areas or sections. Manages a number of projects varying in complexity that need technical/business expertise. Focus on best practices and process improvements ensuring effective execution of operational plan while meeting Corporate specifications. Plans, implements and maintain budget for functional areas or sections.