Sales Director, MEA, India - Oracle - Dubai

Preferred Qualifications

Company Name: Oracle

Job Title: Sales Director, MEA, India

Discretionary Job Title: Sales Director

Location: MEA

Job Level: First time manager- M3, otherwise M4

Brief Description:
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle*s opportunities across all products and product lines.

Detailed Description:
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop and joint account plans. Develops and execute a territory plan by sales rep as well as an overall regional plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met.

Ability to influence thinking or gain acceptance of others in sensitive situations important.

5 or more years sales or sales management experience within technology industry and in particular SaaS offerings (Retail IT Experience preferable). Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

Background:
During the last 3 years the RGBU business in EMEA, Russia and India has grown revenue by over 40% and nearly doubled our customer base. Our core solutions can be seen on the RGBU website but include the following capabilities:

• e-commerce / multi channel enablement


• Store operations (provision of hardware and software for stores)


• Merchandise Management


• Planning & Optimization


• Fraud Prevention


• Brand Compliance

Key features of the role:

• Sales Management of a team of 4-6 Account Managers covering MEA, India and Africa


• Retail domain expertise and knowledge of the market, partners, and competitors


• Cooperation with our Pre Sales team of Sales Consultants who are dedicated to the region and leveraging the 30 + Pre Sales team we have across EMEA who support all of our operations


• The role will be based out of the Oracle Dubai Office with an expectation of regular travel to MEA, India and Africa (South Africa in particular).


• Integration with our Retail Consulting team who support our activities across the region


• Management of the existing customer base in the region, and a development focus on developing the African and Indian into a hypergrowth and transformational market.


• Effective and active engagement with the XLOB colleagues in the target regions


• Effective coverage of this large territory making sure are focus is on the following verticals and Tiers :


• Grocery and food retailers


• Luxury goods and department stores


• Fashion retailers


• Tier 1 – $2 billion plus


• Tier 2 – $500 – $2 billion


• Tier 3 – $500 – $300 million

Skills, qualifications and experience needed (Note: the successful candidate must meet this criteria):

• Achievement of quarterly and annual revenue targets for the EMEA RGBU sales team


• Setting and implementing team targets, action plan(s) and forecast(s) to ensure attainment of business goals as well as team revenue.


• Business management through territory, account and opportunity planning and management, through the exploitation of existing standard sales tools and processes.


• Building and maintaining strong relationships with all Oracle line of business field management in territory to create a positive working and communication environment.


• Applying global go-to-market initiatives and developing regional sales initiatives to achieve business goals.


• Identifying new business opportunities and the development of marketing strategies across the Territory.


• Ensuring ROI & TCO business case justification supports for opportunity proposals.


• Drive implementation of sales and marketing campaigns, coordinating internal and partner resources


• Supporting specific sales opportunities either by coaching individuals involved or acting directly as an executive sponsor


• Representing Oracle RGBU at forums and Congresses


• Working with and influencing the activities of Oracle Partners as appropriate


• Maintain understanding of Oracle’s strategic direction for the RGBU including awareness of Oracle’s current and future products and services


• Being aware of competitive activity relevant to the RGBU


• Acting as a point of escalation for issues between Oracle and customers


• Building effective working relationships with key clients and Oracle’s executives


• Setting objectives and reviewing the performance of individuals and taking action to ensure targets are met as required, formulating corrective plans for under-achievers


• Supporting, coaching and mentoring individual achievement of personal development needs


• Recruiting and inducting new team members as required

Qualifications and experience required:

• 5 + years business development and sales management experience within the Retail industry


• Comprehensive understanding of regional Retail industry and core business processes


• Successful sales and revenue growth achievements through direct and/or team leadership contribution


• Experience in Channels/Partner cooperation


• Good English skills (written and spoken)


• Excellent verbal and written communication skills

Capabilities expected:

• Proven sales leadership skills


• Working relationships with, and influencing, executives of Retail companies


• Negotiating price, other concessions and terms & conditions.


• Strong quantitative, analytical and conflict resolution abilities.


• Ability to develop existing Account Managers and ability to hire and train new sales representatives.


• Successful resolution of customer satisfaction issues.


• Strong needs analysis, positioning, business justification and closing skills


• Effective sales and project management skills


• Ability to work in a team environment


• Ability to present to large and small audience.

Detailed Description and Job Requirements

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle*s opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet Corporate specifications. Minimum five or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.