Senior Software Sales Executive, Oracle Utilities

Oracle’s Utilities Global Business Unit (UGBU) provides commercial off-the-shelf (COTS) software solutions for all major functions in the Utility Sector. These include Customer Care & Billing, Meter Data Management, Settlements, and Network & Outage Management.

SCOPE:

  • To win new Applications license business in the Oracle Utilities Global Business Unit
  • Reports to the EMEA VP Sales Oracle Utilities Global Business Unit
  • Has no direct reports, but leads the activities of virtual teams in support of opportunities
  • Works in the utility industry on a defined set of accounts ranging from large global enterprises to mid-tier in the designated territory
  • Identifies and segments all organizations that fall into their designated territory, plans and executes sales campaigns for their territory and ensures customer satisfaction
  • Engage with customers and prospects to present and sell Oracle Utilities Global Business Unit applications. Winning new license sales revenue in line with targets.
  • Works with appropriate Oracle Partners
  • Works with other Lines of Business (LOBs)

 

RESPONSIBILITIES/ACCOUNTABILITIES:

  • Developing a strategy and sales plan to address the designated accounts / territory
  • Strong focus on account selling – identify value proposition; whitespace; proactively propose applications to account
  • Identify and grow partnerships to successfully address client’s needs and create differentiators
  • Generating and following up on leads.
  • Marshalling internal and Partner resources to conduct the sales process.
  • Identifying and working with the appropriate people in Oracle and the Customer.
  • Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle.
  • Maintaining an understanding of Oracle’s strategic direction and interpreting its relevance to the territory / industry.
  • Maintaining an awareness of Oracle Utilities’ current and future Application products and services.
  • Actively maintaining a depth of product knowledge of Oracle solutions in the Utilities market.
  • Research and communicate current industry trends, drivers and potential
  • Communicate the benefits of Oracle value propositions to the market
  • Work with appropriate people to co-ordinate marketing activities in order to generate leads
  • Create and manage bids teams
  • Produce an accurate weekly / monthly forecast and pipeline
  • Build and maintain effective relationships with other Oracle LOBs to ensure resources are made available as and when required
  • Establish and maintain contractual agreements between Oracle and the Customers
  • Maintain customer satisfaction in with accounts throughout and beyond the implementation
  • Operate in line with Oracle’s business processes and procedures
  • Deliver and co-ordinate customer presentations and demonstrations
  • Attend Industry forums

 

 

 

Desired Skills and Experience

  • Proven track record in selling software applications / services to utility companies in Russia (gas, water, electricity)
  • Experience selling billing systems and smart grid solutions
  • Excellent track record of meeting targets
  • Demonstrated ability to close large complex deals ($1M USD upwards)
  • Proven track record in building relationships at all level within utility companies
  • Influencing and negotiating skills.
  • Fluent English essential
  • Strong knowledge of the utility industry drivers in Southern / Western Africa essential

 

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