11-01-2006 | EXPIRA LA 10-02-2006
Job expirat
INTERNATIONAL ACCOUNTS SALES GROUP (IASG)
The IASG is an Oracle Sales Region with Account leadership responsibility across strategic Oracle Customers. The core goals of this group are to serve these customers through the delivery of world-class, international account management and world-class, industry content and value propositions.
The IASG Sales Consulting team is spread cross EMEA, with a concentration in UK and Germany. IASG Sales Consultants are expected to lead opportunities and work closely with the country-based and EMEA Sales Consulting organisations to deliver results.
SCOPE:
To demonstrate the credibility of Oracle¿s ¿Back Office¿ Applications products and solutions. To respond to demand from Account Management for expertise in creating detailed technical and product solutions for specified needs.
To work as part of Account Teams on specific opportunities to enhance revenue for Oracle Corporation through license sales.
The successful candidate is a:
- Product focused Applications Sales Consultant with a good general understanding of the Oracle E-Business Suite and key Applications messages plus in-depth of knowledge in the following product areas: Financials; Projects (and Grants); Purchasing; Business Intelligence (Including Corporate Governance).
- Has a good understanding of IASG¿s relevant markets ¿ International Organisations (i.e. United Nations, NATO European Commission), Pharmaceuticals, Utilities & Energy, Industrials and Telecommunications (Vodafone) ¿ with particular alignment to the United Nations account team.
- Contributes to the achievement of IASG¿s Applications license target.
- Will most likely be based in Germany, Austria or Switzerland but should expect to travel throughout EMEA.
- Reports to Director Applications Sales Consulting.
RESPONSIBILITIES:
* Actively maintaining a depth of product knowledge in the designated product areas (see ¿Scope¿ above)
* Ensuring the Presales team and specified groups have up-to-date and relevant product knowledge in the designated product areas.
* Maintain awareness of all relevant competitive products (especially SAP).
* Understand the needs and pains of the customer and then to link them to a set of products/solutions provided by Oracle.
* Contributing to the generation and maintenance of relevant product area specific Value Propositions
* Educating customers and Partner Organisations in Oracle Product offering and Value Propositions in the designated product areas.
* Providing buyable solutions in Sales Campaigns as requested.
* Help pushing Oracle¿s product offering to the Market (especially ¿Corporate Governance¿ GTMi).
* Building and maintaining relevant relationships with the customer during the bid process.
ACCOUNTABILITIES:
* Attend customer meetings with and without Sales, to understand customer needs.
* Lead the ¿Corporate Governance¿ GTMI and contribute and support of the delivery of other GTMI¿s.
* Bring customers up to date with Oracle¿s product offering and Value Propositions.
* Design and deliver customer demonstrations to articulate, update and evangelise Oracle-based solutions.
* Contribute technical and product information in response to Invitations To Tender (ITT) and RFIs / RFPs.
* Run seminars and workshops for Partner organisations as required.
* Create, present and deliver meetings/presentations/seminars and events as required.
* Engage with Product teams to maintain product knowledge.
* Represent Oracle at marketing events as required.
* Act as a technical/solution contact for customers in the designated area.
* Recognise and communicate opportunities to up-sell based on solutions insight.
* Update Presales team (etc) in product and technical knowledge.
* Understand the local competitive landscape from product area point of view.
* Actively develops product expertise - attend technical training, read White Papers, research using the Internet.
* Participation and contribution in PC community work and cross lob co-operation.
COMPETENCIES & SPECIFIC SKILLS:
PROFESSIONAL:
Communication (*)
Presentation (*)
Customer focus(*)
Building relationships (*)
Teamwork
Problem Solving
Innovation (*)
Adapting to Change
BUSINESS:
Product Mastery (in the areas mentioned above) (*)
Technical/professional depth & credibility (*)
SALES:
Sales process acumen (*)
Competitive awareness (Particularly SAP) (*)
IT market literacy
Solution demonstration (*)
(*) Key competencies
Must be fluent in English and German. Conversational Swiss-German and French would be a bonus.
Should have international business experience and be prepared to work in a Pan-European (Global) role.
The following experience would be advantageous:
Working at all levels within International and Strategic Accounts,
Leading business development / demand generation activities (e.g.GTMi¿s or Marketing Campaigns),
Successfully competing against SAP
Shared Service Centers (esp. application consolidation, process standardisation & governance)
