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Consulting Sales Director, CAGBU (Telecom Applications)

Oracle

Dubai, UAE

Ref: RP556-2119

Job description / Role

Employment: Full Time

In this exciting role you will join a growing team of sales professionals who work closely with Communications Service Providers (CSPs) and delivery teams. Coming from a strong Field Sales background in the Telecommunications industry you will be responsible for sales of Consulting Services to CSPs in the Association of South East Asia Nation (ASEAN).

Experience in Telco sales and knowledge of OSS and BSS products is a must.

Position is responsible for selling consulting services and managing a small to medium size team of sales directors and consulting sales manager(s). Client contact is typically with executive and senior executive level to medium/large size clients. Responsibilities include managing each team members plan for the territory so focus is on the right areas, generating leads, turning these leads into opportunities and then working the opportunities until they close. Working these deals will include understanding clients requirements, working with delivery to create the appropriate solution, selling the value proposition to the customer and negotiating with the customer. In addition this position is also responsible for making sure that deals are compliant with Oracle policy. Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management requiring negotiation of difficult matters to influence policy. Willing to travel regionally.

Job Description: Responsibilities and job requirements

Manages sales of Oracle consulting services. Posting Description Manages, through other managers, the activities of Consulting Sales organization in support of achieving sales objectives. Sells and promotes the sales of Oracle consulting services to customers including negotiating price, other concessions and terms and conditions of the sale. Networks and develops strong business relationships. Contributes to strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget. Manages escalations

- Manage sales strategy to drive new consulting bookings and revenue in ASEAN
- Close deals selling Oracle Consulting Services; generate leads and submit proposals to the client utilizing a broad knowledge of Oracle's services
- Develop your relationship as a trusted advisor to the customer, serving as the main point of contact, for communications through the sales process
- Maintain an on-going relationship with the customer following the initial sale to identify additional opportunities that extend Oracle's footprint
- Hunt for new opportunities and grow the sales pipeline; qualify and develop value add propositions for the customer
- Exercise judgment and business acumen when working with customer executives to address their unique business challenges through Oracle applications and solutions
- Collaborate with partners, alliances, license sales, and other internal Oracle organizations

Strong leadership skills. Strong communication and negotiation skills. Industry experience. Able to develop executive level relationships. Strong Oracle product knowledge preferred. BA/BS preferred. 15+ years relevant sales experience. Experience managing staff. Willing to travel regionally. Assist in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interact across functional areas with senior management or executives

DRIVING CHANGE Demonstrates resilience in driving change Evaluates and takes measured risk Handles high levels of ambiguity effectively Secures commitment for change initiatives and addresses any concerns.

BUILDING STRATEGIC PARTNERSHIPS Secures broad support for initiatives from key players across lines of business (LOB) Actively builds connections and partnerships with others across organizational, cultural, and global boundaries Addresses and resolves conflict or competing priorities that may become barriers to collaboration Integrates global inclusion strategies/behaviors into business strategy and plans.

ORGANIZATIONAL INFLUENCING Builds stakeholder relationships to gain internal and external support and backing Presents and articulates complex concepts and ideas in a persuasive and easy to understand manner Cultivates networks throughout the organization to support and create a foundation for future influence.

DRIVING COMPETITIVENESS AND INNOVATION Uses deep customer understanding to deliver competitive advantage Establishes systems and processes that create an environment that allows for exploration of new ideas Builds value across multiple lines of business Proactively addresses changing priorities and operating environment.

DELIVERING TEAM LEADERSHIP Builds visibility and reputation across different LOBs, functions, cultures, and geographies Understands what motivates different people; empowers and leverages each individual's unique talents Role models talent management practices to create high performing teams Proactively builds diverse leadership bench strength and develops high[1]potential team members Fosters a sense of excitement, ownership, and personal commitment to the work.

COMPLEX DECISION-MAKING Provides balanced judgment and demonstrates problem-solving skills in extremely complex and ambiguous situations Demonstrates ethical, balanced judgment and decisiveness when consequences of the decision involve potential risk to business results, team, or self Recognizes the broad, systematic implications of problems and issues

LOB EXECUTION Develops and executes operational plans that deliver business results Holds self and others accountable for achieving targets/objectives Maintains deep insight into the details; knows when to step in to correct course of action Identifies potential barriers to performance and creates contingency plans Maintains quality standards and delivery of timely results across teams.

Requirements

- Bachelor's degree or professional certification(s) in relevant discipline(s)
- Minimum 10 years' field sales experience in the telecommunications industry
- Experienced in solution/consulting sales and managed services
- Strong knowledge of Cloud Native, OSS and BSS products

About the Company

Oracle offers an integrated array of applications, databases, servers, storage, and cloud technologies to empower modern business. For most companies, flexibility is critical. Oracle provides a wide choice of software, systems, and cloud deployment models - including public, on-premises, and hybrid clouds - to ensure that technology flexes to the unique needs of a business.

Oracle Cloud is a complete, integrated stack of platform, infrastructure, and application services. With advanced scalability and security, Oracle Cloud enables technical agility across the enterprise, connects people to information for clearer insights, and fosters efficiency through simplified workflows.

More than 420,000 customers across 145 countries have harnessed Oracle technology to accelerate their digital transformation.

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