Oracle is leading the digital revolution. We are empowering nearly half a million businesses across the globe to turn untapped potential into real business value. You will connect the biggest enterprises of today with the tools to compete in the digital economy of tomorrow.

What You’ll Do    
Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve. If you are passionate, entrepreneurial, innovative, and believe in being consultative and having fun whilst you work, then this could be the perfect opportunity for you. 

We are seeking a motivated sales leader who can drive the sales team to sell our entire technology solutions portfolio in a license sales model. As we continue to help customers to transition to Cloud, we make sure their needs for an on-premise solution are still covered.

Your team would cover a wide range of solutions from Database, data management Solutions (Analytics, Integration. etc.) as well Cybersecurity, middleware and other exciting digital solutions. Your team will help your customers, who have growing data volumes and aggressive service-level expectations, maximize the potential of their IT organizations

SCOPE:

• Represents and leads the Oracle License/Industry sales team
• Manages the sales operations of the comprehensive Oracle Technology Solutions set (from infrastructure/Database/Middleware/BI/Big data License Sales opportunities)
• Supports the sales team to develop sales opportunities, build and maintain customer relationships in the assigned sectors
• Responsible for developing a business strategy and sales plans to address the needs of the various industry sectors in South Africa
• Develops and executes appropriate enterprise sales industry value propositions
• Leads & manages a team of Sales Executives and managers, and is responsible for the achievement of revenue targets and drives cloud transformation in the Utilities/Industry space
• Works across multiple Lines of Businesses collaborating with other Applications, Systems sales teams, Alliances & Channels team, Services teams and others
• Works as a member of the Country Leadership Team

 
RESPONSIBILITIES / ACCOUNTABILITIES:

• Achieve the revenue target (annually and quarterly)
• Understanding of South Africa various industries sectors and Oracle’s tech license value propositions
• Develop pipeline and continuously mature & qualify opportunities in order to increase Oracle’s market share and to enable achievement of target
• Ensures integrity and leads by example
• Monitor the progress of key customer transactions in the sales cycle to ensure Oracle's business processes and procedures are followed
• Ensure use of planning/reporting tools in a quality & timely manner
• Monitor customers’ satisfaction with Oracle, addressing any issues and promoting reference ability & building effective working relationships with key executives
• Manage a sales team and leadership team, providing direction, leadership and motivation
• Set objectives and review the performance of individuals and take action to ensure targets are met & recruit/induct new team members as required
• Monitor and review individuals plans, forecasts and sales activities and ensure corrective action is taken as necessary
• Act as an ambassador for Oracle with customers’ executives
• Identify and exploit marketing activities and campaigns that support the achievement of targets
• Engage with relevant Oracle Partners as appropriate

QUALIFICATIONS / SKILLS:

• Relevant senior sales team management experience from IT company (preferably software or solutions)
• Strong sales and negotiation skills, ability to influence others
• Experience in enterprise IT sales management is mandatory
• Proven successful track record on working with accounts across various industries, in the South African market
• Strong results orientation
• People management experience is mandatory
• Excellent interpersonal skills; building/developing relationships, both internally and externally
• Ability to work in a complex organization; leading or being a member of virtual teams
• Strong communication and presentation skills
• University degree desired
• Some travel may be required

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.

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).