Oracle Business Development Representative V MEA in Egypt

Business Development Representative V MEA

Preferred Qualifications

Senior Director, Large Deals

Oracle has an outstanding track record for delivering business value for the clients worldwide. Only Oracle offers vertically integrated solution that includes application, core technologies, cloud, hardware and services to meet and exceed client needs.

Large deal team is focused on developing relevant value propositions, building up comprehensive solutions, enable efficient sales execution, orchestrating sales resources, sales and bid processes to win the largest deals in the region.

The team leverage modern sales methods and frameworks, has access and engagement right to capable resources from multiple Oracle organizations and adapt project management methods to minimize risk for top opportunities.

Scope

  • Reports to Regional SVP (Tech S/W)

  • Region: MEA

  • Adapts modern Oracle sales frameworks for filed account teams that works on top opportunities

  • Is measured against a named account licence revenue target. (Can be my target or we define a list of named accounts)

Responsibilities

  • Work on opportunities with largest revenue potential

  • Develop and implement sales frameworks using Oracle global practices

  • Build opportunity chasing team gathering right professionals from adjacent Oracle departments

  • Set up sales framework with regular planning, execution control and risk management meetings

  • Identify available resources and plan their timely engagement

  • Provide feedback and improvement suggestion on Oracle resources

  • Manage the bid process for licence sales proposals

  • Developing and maintaining relationships with key decision makers

  • Acting as a point of escalation and resolutions for unresolved client issues

  • Pro-actively updating knowledge on Oracle rules and policies

  • Contributing to the development of Oracle Value Propositions

  • Coordinate available Oracle resources and xLob teams to secure successful closure of large deals in a timely manner

  • Advise during sales process to optimize large opportunities in terms of revenue and acceptable contractual terms and conditions

  • Monitor large deals from early sales stage thru closure by providing potential problem solving advises

  • Provide web and/or onsite trainings to sales teams on large deals

Accountabilities

  • Maintain the process of accurate recording of all sales activities and key contacts in the account(s)

  • Produce regular and accurate forecasts as requested by management

  • Assist in obtaining appropriate management approval for proposals

  • Ensure the contracts are legally compliant and commercially viable

  • Research and communicate current industry trends, drivers and potential

  • Maintain a breadth of knowledge of Oracle’s products and services

  • Operate in line with Oracle business processes and procedures

Professional Competencies

  • Proved experience in handling multimillion deals

  • 10 plus years in IT industry

  • Management experience

  • Building relationships with key decision makers

  • Communication with executives

  • Positioning, influencing, negotiating and contract closing

  • Planning and organising

  • Results orientation

  • Organisational awareness

  • Very good knowledge of Oracle processes and policies

Business Competencies

  • Industry and Product Awareness

  • Market Knowledge

  • Complex Deal experience

  • Process follower and enforcer

Detailed Description and Job Requirements

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product

  • s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle

  • s sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle

  • s products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

Job: Sales

Location: AE-AE,UAE-Dubai

Other Locations: Egypt, KW-KW,Kuwait-Kuwait City, SA-SA,Saudi Arabia-Riyadh, QA-QA,Qatar-Doha

Job Type: Regular Employee Hire

Organization: Oracle