Role: Advanced Customer Services Sales Executive

Oracle Advanced Customer Services (ACS) is a global services organization within Oracle providing both managed and project services to customers with complex IT requirements. ACS provides services solutions for all Oracle applications and technologies, to assist customers in managing, maintaining and transforming their business critical Oracle technology.

Brief Description: 

The role will be responsible for identifying, qualifying and closing large scale services opportunities within an account base in South Africa. The territory comprises a mix of industry verticals including manufacturing, retail, finance and public sector.

The successful candidate will sell from a portfolio of project and managed services to a defined territory. The territory consists of both existing and “target” accounts and the role requires winning new business in new accounts and also expanding ACS services footprint into the existing account base.

These services solutions will be across the complete Oracle stack and will be positioned with multiple senior stakeholders within the account and also Oracle stakeholders from other lines of business.

Services include:

• Managed applications and infrastructure including on-premise technology, SaaS, PaaS, and IaaS.
• Migration and project services for Oracle Cloud and on-premise technology.
• Enhanced Operational Support packages for the Oracle technology portfolio

Responsibilities:

• We are seeking an experienced and talented sales professional to drive new services business into the customer base.
• Success will be measured by meeting quarterly and annual bookings targets, as well as specified objectives to ensure quality business.
• Create and maintain the territory strategy and plan in alignment with ACS and Oracle business objectives
• Maintain a constructive sales relationship with senior business and technical stakeholders within the customer to understand requirements and priorities and then influence as appropriate.
• Build and maintain effective relationships within the broader Oracle sales and pre-sales organizations and be an active contributor in relevant areas.
• Proactively identify, qualify and close new business opportunities in your accounts/territory.
• Develop and present the ACS value proposition to customer stakeholders
• Work with business development and delivery resources to accurately scope engagements to meet customer requirements
• Build and maintain professional sales relationships with customer key executives and stakeholders
• Accurately forecast opportunities in Oracle’s Fusion CRM
• Lead price and commercial discussions
• Collaborate with other lines of business to increase Oracle’s value to the customer
• Maintains the highest level of compliance with Oracle’s internal policies and business practices.
• Fully aware of technology trends, industry standards and terminology

Profile:

Being a proactive self-starter is a key attribute and being able to manage work under tight deadlines is a key requirement. The successful candidate will be able to prioritize and manage a number of concurrent sales cycles.  Strong written and verbal communication skills.

The person will be a proactive and constructive sales contributor within a number of cross line of business sales teams as well as directly with customer stakeholders and will be expected to lead internal ACS contributors such as pre-sales to provide timely and targeted services proposals for each deal. 

Essential skills and experience:

• Proven success with professional services sales or managed services sales
• Minimum 7 years IT experience, with a minimum of 5 years sales/business development experience
• Proven relationship building skills
• Well developed and proven commercial acumen
• Highly effective communication, presentation, organisation, co-ordination and negotiation skills
• Proven team player
• Results oriented - strong personal drive to succeed and ‘can-do’ attitude
• Willing to travel 

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).

Sales of the organization*s services (e.g., maintenance and service contracts).

Sells organization*s services (e.g., maintenance and service contracts); primarily finds new customers and generates new business. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.

8-12 years of services sales experience. Able to work under tight deadlines. Self-starter able to prioritize given responsibilities. Strong written and verbal communication skills. BS/BA preferred. Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).