CX Senior Applications Account Manager based in Istanbul

To raise the profile of Oracle in companies within a designated market sector. To win new Applications business, either directly or through partners. To grow Oracle's share of business in this sector.

SCOPE OF WORK:

Has no direct reports, but leads the activities of virtual teams in support of customers

Works on a defined set of customer accounts

Works with appropriate Oracle Partners

Works with other Lines of Business (LOB’s)

Works towards an allocated Licence Sales Revenue target

RESPONSIBILITIES:

Winning new CX subscription sales revenue in line with targets

Developing a strategy and sales plan to address the designated accounts

Developing profiles of targeted accounts

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 staff

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 territory list

Maintaining an awareness of Oracle's current and future applications products and services

Maintaining an understanding of competitive activity relevant to industry sector

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 monthly forecast and pipeline

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 technology implementation

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

QUALIFICATIONS:

Good knowledge of IT industry

Must have an application sales experience in software solutions marketplace

Experience in CRM and Customer Analytics is a preferred

6-8 minimum years experience in a Sales role

Have a creative approach to motivate and to do business with Partners.

Must be result oriented, with growth obsession for acquiring new customers and deals as "hunter"

Fluent in Turkish and English.

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).

 

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.

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. 8 years applicable experience including 7 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.