The Head of APAC Sales has the key objective of synthesizing the vast array of Oracle resources in order to successfully represent FSGBU offerings to the local market. 

 

The success measures related to this key objective will include the following:

 

• Achievement of revenue and revenue growth targets
• Customer satisfaction
• Establishment / Facilitation / Execution of successful local programs in the areas of
  • Territory Analysis
  • Industry Programs (eg. FSI, Banking related)
  • Compliance Solutions
  • Market Development
  • Partner Enablement
• Employee satisfaction

 

 

 

• Facilitate and assist in the execution of a localised xLOB Oracle strategy in line with the broader organisation Strategy.
• Provide relevant feedback, reports and presentation to senior management to convey local progress against strategy and success measures.
• Be an executive voice / escalation regarding Oracle matters in the local market/customers to aid line-of-business communications/value propositions.
• Engage with local industry bodies in order to engage with local business leaders.
• Assist Human Resources in the support of local staff as required.
• Facilitate and execute a branch communication program  that includes:
  • xLOB sales meetings (including specific account or opportunity meetings as required)
  • Location Management meetings
  • Staff meetings

 

• Facilitate the establishment/maintenance of  a vibrant local staff culture with attributes such as:
  • Teaming , helpful/sharing, ethical, customer centric
• Act as a mentor  in support of Oracle global policies/programs including:
  • Ethics, business practices, diversity
• Assist with account management tasks including:
  • Facilitating xLOB workshops for key customers in the region
  • Assisting with the linkage of IBU, GBU and other added value resources as required.
  • Prioritising campaigns, programs and opportunities
  • Assisting as required with xLOB opportunity processes including:
    • Approvals, contracts, escalations, justifications, motivations for funding etc.
• Perform as the Oracle spokesperson at local events as required including:
  • Marketing events
  • Sales related events e.g. CIO dinners
• Market the availability of (and promote the usage of) the mass of Oracle xLOB value teams such as:
  • IBU, GBU, Customer Care, iTech, Insight, Critical Accounts etc
  • Key and Icon teams including the Strategic Program Office
• Facilitate the sharing of xLOB information to allow for better alignment of the different parts of the organisation, including:
  • The distribution of relevant xLOB reports
  • Assist with the forecasting process as required
  • Customer contact management
  • Assist with the approval-to-booking process as required

 

RELEVANT EXPERIENCE and TRAINING

 

• Relevant executive level experience in areas such as:
• Organisational Management
• Managing for success in an organization with a complex matrix structure.
• Sales Management
• Facilitation Skills
• Broad discipline exposure covering Services, Training, Support as well as solution representation.

 

• Relevant Tertiary qualifications related to the IT industry and/or General Management are preferable.

 

• Deep understanding of the compliance domain for Banking. Exposure to AML, KYC, CDD, Transaction Filtering, AI, Machine Learning and other new technologies

 

• Memberships or activity in industry advocacy groups.

 

• Linkage with, and understanding of, the local market including relationships with key/high value personalities.

 

 

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.