Job Description

Oracle is a recognized leader in Business Intelligence (BI) and Enterprise Performance Management (EPM), and offers a comprehensive product portfolio that includes query and reporting tools and pre-built analytical and enterprise performance management applications.

The Sales Consulting Organisation is seeking an experienced and independent-minded sales consultant to help grow the BI business.

This is a key element to drive the success of our Business Intelligence solutions. The main role is to be involved as the expert in the sales cycle and to drive the success of our Business Intelligence solutions by being able to articulate the value proposition and the benefits of our solution, both internally and externally to our partners and of course our customers and prospects

SCOPE:

Has no direct reports, but leads or participates in the activities of virtual teams in support of sales opportunities. Works in a designated industry on a defined set of customer accounts. Works to identify all organisations (including existing Oracle customers) that fall into their designated industry space, focusing on a smaller targeted number that have a specific value proposition and sales engagement activity. Works with appropriate Oracle Partners. Works with other Oracle Lines of Business (LOBs). Works towards an allocated Licence Sales Revenue target.

RESPONSIBILITIES:

Winning new licence sales revenue in line with targets. Developing a strategy and sales plan to address the designated industry sector. Developing profiles of targeted accounts within the industry sector. Defining appropriate Enterprise Sales Industry Value Propositions Driving the implementation of sales and marketing campaigns. Generating and following up on leads. Qualifying leads and prioritising opportunities. Marshalling internal and Partner resources to conduct campaigns. Identifying and working with the appropriate people in Oracle and the Customer. Developing, extending and maintaining relationships with the appropriate Oracle staff. Facilitating and nurturing Senior Management relationships to generate active sponsorship of Oracle. Working with, and influencing the activities of Oracle Partners as appropriate. Maintaining an understanding of Oracle's strategic direction and interpreting its relevance to the industry sector. Maintaining an awareness of Oracle's current and future application products and services. Maintaining an understanding of competitive activity relevant to industry sector.

ACCOUNTABILITIES:

Research and communicate current industry trends, drivers and potential. Translate Oracle's Strategy and Marketing Messages to the market. Create Value Propositions and communicate the benefits of these to the market. Design sales and marketing campaigns and put teams and task forces together to deliver them. Work with appropriate people to co-ordinate marketing activities in order to generate leads. Generate and manage bids teams. Produce an accurate weekly forecast and pipeline using appropriate internal systems. 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 contact with accounts through application implementation. Maintaining an awareness of Partner Competence and capability. Operate in line with Oracle's business processes and procedures. Deliver and co-ordinate customer presentations and demonstrations. Attend Industry forums