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Sales Consulting Manager - Public Sector

Report to Sales Consulting Director Works in Public Sector Industry for Oracle Egypt Ltd.
Oracle Egypt Ltd. | 21.09.2011

Reports to Sales Consulting Director Works in Public Sector Industry: Central / Local Government, Defense, Higher Eductaion, Justice Public and Safety, Healthcare. Manages a the team of Public Sector sales consultants. Works closely with Sales Management, Client Managers, IBUs / GBUs, Business Development, Channel & Alliance, Marketing and Product Strategy & Development. Contributes to the achievement of License revenue target.

Responsibilities:
• Contributing to the development of the Business Plan and other planning activities and leading the pipeline growth initiatives.
• Driving the implementation of Sales Consulting activities as part of the Business Plan.
• Generating and promoting Value Propositions that match industry needs to Oracle's products and solutions.
• Supporting Marketing campaigns.
• Identifying and defining the resource requirements for the Sales Consulting team designated sector and across industry/product sectors.
• Recruiting, developing and coaching the Sales Consulting team to meet the resource requirements.
• Working with Account Managers to understand and qualify new opportunities.
• Allocating resources from the team and, where necessary, the broader Sales Consulting and/or Oracle community.
• Acting as a Sales Consultant, where appropriate, on specific opportunities.
• Monitoring the effectiveness of the team in supporting specific opportunities .
• Providing accurate and timely management information.
• Building effective working relationships with key clients and colleagues within Oracle Sales Management teams.
• Providing an appropriate mix of skills and roles within the team to meet demand.
• Managing competencies of the team to anticipate and meet demand.
• Providing skills development and training to provide these competencies.
• Defining the training needs of individuals on the team.
• Manage expense and training budgets for the team.
• Conduct resource performance reviews and development plans.
• Meeting administrative and corporate governance objectives.


Accountabilities & Comptencies:
• Accountable for driving and meeting targets of defined initiatives.
• Accountable for team performance Work with Account Managers on sales campaigns or sales cycles.
• Actively research and promote within the Sales Consulting team market and competitive knowledge.
• Maintain a broad technical awareness of Oracle's current and future products and solutions.
• Manage response to Requests for Information (RFIs) and Invitations to Tender (ITTs). Work with relevant industry/product specific Partners (ie SI’s, Implementation Partners, CAP’s etc) to promote and sell Oracle Applications Solutions.
• Set objectives and review the performance of Sales Consulting staff and take action to ensure targets are met and that members of the team are developed.
• Support, coach and mentor individual's in achievement of their personal development needs.
• Recruit and induct new team members as required. Operate in line with Oracle's HR policies and procedures.
• Identify, maintain and deploy an internal network of people who can support achievement of plans.
• Support specific sales opportunities either coaching the team member involved or acting directly as an executive sponsor.
• Building effective working relationships with key clients and colleagues in Oracle SA’s Sales teams and partner community.
• Communication Decision Making Influencing and Negotiating Coaching Results Orientation Planning & Organising Organisational Awareness Leadership Leading change Teamwork Strategic Thinking Managing Performance Business Management Business Development Sales process acumen Competitive awareness Market Awareness Customer Interaction

Required skills and Previous Experience:
10+ Years of work experience in IT Industry Hands on knowledge of Oracle EBusiness Suite solutions: Any of Supply Chain Management, Financials or CRM components MBA preferred Experience in various Public Sector segments through an Information Technology role (implementation and/or presales) Direct / indirect management or leadership experience Presentable with strong presentation 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).