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Oracle has an outstanding track record for delivering business value in the communications industry. Only Oracle offers packaged software solutions that deliver end-to-end support for the key business processes for communications companies.
Oracle Communications Global Business Unit (CGBU) represents Oracle in the communications industry. Oracle CGBU is responsible for the development, marketing, sales and consulting of Oracle Communications specific products, and leads Oracle’s strategy in the communications industry. The Oracle Communications portfolio consists of the following products:
Network Session Delivery (SBC/IMS)
Billling and Revenue Management
Service Delivery Platform
Service Fulfillment Suite
Network Intelligence and Network Integrity
The Hardware Sales Representative position has been created to support the significant investment Oracle has and continues to make in the Communications Market. The Hardware Sales Representative will be responsible for selling the Oracle Communications products to Vodafone in Egypt, reporting into the Regional Sales Manager in Turkey.
Responsibilities will include:
Selling Oracle Communications products into the Vodafone operting companies in Egypt and assiting in the Vodafone regional operating companies in Qatar and Turkey.
Responsible and accountable for achieving allocated quarterly and annual sales quota for license and first year maintenance.
Prospect and increase awareness of Oracle Communications’ products in the region, building a sustainable and growing pipeline of opportunities.
Develop existing Oracle Communications customer relationships in the region and identify expansion opportunities.
Work in conjunction with Oracle CGBU account teams and other Oracle lines of business to identify opportunities in the Oracle installed base and/or net new accounts.
Manage and close Oracle Communications sales opportunities through account and opportunity planning and execution.
Learn and maintain process and functional knowledge and associated business benefits of Oracle Communications products customer references, competitors and industry trends
Lead the development, presentation and sale of opportunity specific value propositions.
Negotiate pricing, concessions and contractual agreement to close the sale.
Identify strategic alignment with key third party influencers.
Qualifications and experience required:
Successful track record of selling applications products into Vodafone within the Egypt market.
Good knowledge of the Turkey, Qatar and Egypt communications industry, market drivers and company strategies.
Established relationships at various levels throughout customer organisations, with proven influence on completed sales.
Strong sales acumen and ability to participate and influence cross-lines of business opportunities
Strong ability to build a solid pipeline of opportunities
Demonstrable experience in selling to key influencers, stakeholders, committees and decision makers.
Proven ability and track record to individually perform all aspects of a sales cycle from gaining initial interest to closure and beyond.
Consistently achieved or exceeded sales quota objectives.
Demonstrated success in appropriately utilising company resources to close business.
At least 5 years of successfully selling solutions software and hardware in the commuinications domain.
Good English skills (written and spoken)
Bachelor’s degree or equivalent preferred.
Native speaker of Arabic language and excellent English as a second language.
Working within a matrix environment and across other Oracle lines of business as part of an overall solution.
Proven ability to qualify opportunities based on economic and organisation political factors
Bid shaping and business case justification skills
Excellent interpersonal, presentation and written communication skills.
Detailed Description and Job Requirements
This position is responsible for new account development and/or expanding existing accounts within an established geographic territory.
Works as part of an account team to identify, qualify and deliver Hardware products/ solutions. Responsible for the account plan to drive goal attainment in assigned territory. Coordinates with the other members of the sales team (employees and partners) to support account sales and business development strategies. Helps identify and engage the appropriate partner to meet customer specifications. Becomes trusted advisor to key customer influencers and decision makers. Drives company's strategy into assigned accounts. Follows all companies' methodologies and processes related to sales opportunity pursuit. Ensures that the company's sales programs are known and executed in assigned territory, including personal follow-up and engagement in selected opportunities. Achieves or exceeds the quarterly and annual sales goals. May travel frequently.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years relevant work experience. BS/BA preferred.