Sales Manager – Telecommunications

Job Description

Oracle Communications 

Oracle has an outstanding track record for delivering technological leadership in the Communications industry. Oracle Communications is revolutionizing the Communications industry by developing SaaS and SaaS-assisted portfolio of products to power the shift for service providers and enterprises to a new digital economy. Oracle is uniquely positioned to deliver this type of service due to:

• Global reach in hyperscale public cloud data centres
• Transformational technologies such as AI/ML, Analytics, Autonomous Database…
• Expertise and delivery of solutions encompassing IaaS, PaaS, and SaaS

Oracle Communications solutions span the communications industry landscape – from 3G, 4G, and 5G experience to UCaaS / CCaaS session delivery and control solutions – enabling service providers and enterprises to deliver and monetize innovative digital services, build strong customer relationships, and streamline operations.

The company’s solutions are deployed by more than 1,900 service providers and enterprises globally, including 89 of the world’s top 100 communications companies. More than 2000 enterprises trusted Oracle by deploying session delivery products to secure and optimize their communications networks, including largest financial services institutions, retailers and public sector organizations.

Our aim is to transform global communications by accelerating digital innovation and migration of communication services to the Cloud. For more information please visit http://www.oracle.com/communications.

The Sales Representative will be responsible for driving sales of complete Oracle Communication’s portfolio to both Service Providers and Enterprises, building and maintaining the needed relationship with customers and partners as well as for managing local alliances needed to perform business efficiently. The primary market will be Egypt/Jordan/Lebanon – the territory may be further altered at Oracle’s discretion.

Responsibilities

• Selling Oracle Communication’s products by actively creating and developing new sales opportunities as well as managing and growing existing installed base customers, 
• Developing target accounts’ sales strategies through direct touch, with the support of VAD(s) and VAR(s) whenever required,
• Deep understanding of available offering, including both functional and commercial aspects, market trends, local specifics of the business and projections for it’s development,
• Developing and maintaining relationships with target accounts at all levels and functions necessary to do business efficiently,
• Building the business case for adoption of the Oracle Communication’s value proposition on assigned market,
• Working closely with all involved Oracle teams, e.g. Marketing, Sales Consulting, Alliances and Channels, ISRs, and others, on executing market strategy, ensuring proper coverage of customers and partners, as well as efficiently closing sales opportunities,
• Delivering sales presentations, workshops and preparing proposals for customers and partners, 
• Meeting or exceeding quarterly and annual revenue quotas, forecasting accurately, adhering to sales methodology and all applicable sales processes,
• Complying with all Oracle’s practices for conducting business applicable to the market covered. 

Experience/Qualifications

• High-energy, success driven and self-motivated, ability to coordinate the market team,
• Excellent relationships with key decision makers at Service Providers and key Enterprises on local market,
• Comfortable and efficient both as a sales “hunter” and “farmer”. Focused on building substantial pipeline, able to properly qualify opportunity and define and execute winning strategy,
• 10+ years of relevant experience, proven track record of successful selling – achieving or exceeding targets – communications solution to either Service Provider or Enterprise customers, nice to have the experience in working with channel partners,
• Wide network of contacts among customers – wide (functional) and deep (hierarchical), good understanding of market reality and competitive landscape,
• Strong knowledge of the communication industry and market landscape, understanding Oracle Communication’s offering, familiarity with competitive plays on the market and efficiency in developing counter-strategies,
• Great communication skills, ability to master complexity, discipline of work and superb team-work skills,
• Work stress endurance.

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. Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience including 9 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.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).