Oracle Nigeria - Sales Representative (Co-Prime)

M/W Sales Representative (Co-Prime)
Business Area: Sales
Country: Nigeria
Job based in: Nigeria
Location: Abuja
Job Reference: VS/225587/W
M/W Sales Representative (Co-Prime)


Position Description:

The new role of Middleware Sales Representative (MSR) is an overlay role selling the full suite of M/W products (excluding BI) in their assigned territory/industry. He/She will report up through Cluster M/W Sales Directors and into the VP of Middlware in MEA.

MSR will plan carefully their approach with the related TSR’s and ASR’s and they will have a similar compensation plan as those Sales Roles in Oracle.

We will identify accounts where MSR’s should take the lead, so called “Invest Accounts” and therefore MSR’s should be senior salespeople capable of leading Oracle’s sales effort in our major accounts. In other accounts, where we identify significant M/W opportunities, the MSR may also be tasked with running and closing this opportunity, freeing up the TSR or ASR to work on other accounts and opportunities.

In an overlay role, opportunities are common to both sales roles (MSR’s and TSR’s) and Oracle’s objective is “Coverage not Competition.”

Oracle is hiring senior Sales Rep’s who can sell the Business value of Oracle’s FMW suite into the Boardroom, to the Business leaders as well as to the IT organization. Therefore, Business knowledge, Relationship-building capabilities and ability to project manage an Oracle close cycle are the critical competencies we are looking for.

Technical knowledge is less important though it is necessary to understand and be able to articulate how our solutions work.

Our solutions include Apps Grid, SOA, Portal, E2.0, Security including options, DIS and Golden Gate as well as our Exciting Exalogic machine and solution

Middleware is the fastest growing area and In our new team, we are looking for positive, energetic, business-savvy winners to join the new and very exciting Middleware Sales Team.

Specific tasks required include:

    Working with new and existing customers to maximize revenue opportunities and winning new business in the designated market.
    Sell Fusion Middleware software products and related services in a defined territory.
    Identifies, qualifies and closes new opportunities.
     Manage accounts including the entire sales process from business development prospecting and qualifications through contract negotiations, signing, and post pre-sales support.
    Leverages the Oracle sales model to maximize revenue growth and increase local market share.
    Builds and expands business partner revenue and self sufficiency.

Responsibilities

    To win new Oracle Service Orientated Architecture, Portal , Security , Application Server and Content Management business either directly or through partners in order to grow Oracle's share of business in the FMW sector.
    Directly manages and leads deal cycles or acts in a supporting role where the Field Sales are taking the lead on some deals.
    8 years applicable experience including 7 years of technology sales experience.
    Forecasting, managing sales revenues, and successfully close new Oracle business. Business development, prospecting and presentation skills.
    Primarily works in collaboration (co-selling) with Oracle Technology sales representatives to qualify and close new business.
    Actively participates in regular pipeline and accounts reviews, with their counterpart(s) within Oracle Technology Field Sales.
    Minimal travel may be required.

Qualifications



    Proven track record of exceeding targets & sales objective.
    Experience as the focal point for clients for all sales and related issues.
    Oracle knowledge and knowledge of Oracles competitors.
    Fluency in English language
    Presentation experience
    Excellent communication, negotiating and closing skills with prospects and customers.
    Excellent negotiation and influencing skills.
    Thorough understanding of the sales process /cycle
    Team player who can motivate and lead.
    Coaching, mentoring and training skills.





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).
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