November 11, 2014
Job Description
Overlay sales personnel providing specialist product expertise to the sales force. Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge. Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.
SCOPE:
- Reports to Business Development Director, PFM ECEMEA (Eastern and Central Europe, Middle East and Africa)
- Primarily responsible to increase software license sales revenues and market share in PFM industry/domain in ECEMEA(further referred as Territory in the document)
- Works to achieve a given revenue target and KPI’s in the PFM industry/domain across Territory, with focus on Tax and Revenue Management
- Strives to create new business and sales opportunities for Oracle in PFM segment in Territory
- Works closely with the Oracle field sales, country leadership and industry leads, collaborates with technical sales and presales, interacts with Alliance and Channels Management
- Liaises with key partners in the domain, and interacts with relevant Sales and Business Leadership
- Prime responsibility includes the driving of the achievement of Oracle PFM revenue target for Territory
- Supporting PFM strategic programs and projects in Territory by proficient understanding of PFM business processes and customer needs on one side, and efficient matching with Oracle based solutions
- Efficient promotion of Oracle PFM Industry Solutions and partners’ products, which lead to Oracle revenue increase and customer excellence
- Driving the PFM strategic programs and projects’ success from inception to execution for the key PFM accounts in Territory market
- Act as PFM industry thought leader and advisor to internal Oracle Sales Teams, partners and customers
- Develop and maintain direct relationships with sales, business development and Industry solution teams.
- Identify future prospects, customers and partners relationships in fields of PFM, to maximize achievement of revenue objectives and generate active sponsorship and reference ability for Oracle
- Acting as a spokesperson for Oracle PFM solution sets and key industry drivers
- Localization and customization of Oracle PFM industry solution messages for Territory
- Drives the adoption of Oracle PFM industry solutions, together with Oracle alliances and channels
- Develops yearly Activity Plan for PFM in Territory, that illustrate key initiatives and deal opportunities for Oracle
- Work with the field sales and sales management organizations on specific opportunities
- Supports the sales process and provides deal support throughout given quarter and fiscal year for significant opportunities in Territory
- Identify opportunities to up-sell and cross-sell in PFM industry for Oracle industry solutions and components
- Active research in the product and industry area internally and in the marketplace
- Provide help to the country organizations in responding to Requests for Information and Invitations to Tenders as well as Request for Proposals
- Work with Alliances to engage and develop joint value propositions with selected partners
- Attend, host and speak at appropriate product/industry marketing events
- Identify and maintain an internal / external network of people who can support the achievement of the Business Plan
- Maintain an understanding of the product set and its future developments
- Engage and support sales forecast activities
- Monitor and review sales campaigns for the assigned market and Industry organizations
- Engage with relevant Oracle Partners as appropriate
COMPETENCIES & EXPERIENCE:
- University Degree, either in Economics (finance or public finance is preferred), or managerial economics, or (applied) IT
- Fluency in English. French speaking skills are considered a strong advantage
- 5-10 years of relevant working experience – either IT solution sales to PFM industry, or Project management/SW architecting experience with an organization from the PFM domain or IT Company operating in this area, or consulting/project management/field technical advisory experience with any of the international financial institutions/organizations active in the PFM field (such as IMF Technical Assistance Centers, WB consultants, etc.)
- Understanding business values and mainstream trends of PFM automation
- Understanding and interest in the vital value proposition in areas such as enterprise resources planning modules (Financials, Procurement, Payroll, Human Capital Management, etc); GFMIS (Government Financial Management Information Systems); Tax Revenue Management (automated collection systems, fiscal risk management, policy automation, analytical applications); Governance Risk and Compliance, etc.
- Familiarity with PS accounting standards (such as IPSAS), and PEFA (Public Expenditure and Financial Accountability) Assessment Framework, is an advantage
- A record of PFM thought leadership is an advantage – e.g. public speaking, publications
- An excellent reputation with the international PFM ecosystem (WB, IMF, ADB, etc)
- International experience is advantage
- Ability to interact with customers on large projects to assist / advise and add value
- Proactive, strong opportunity and customer focus
- Communication, influencing and negotiating skills
- Advanced presentation skills
- Building inspiring relationships
- Results orientation and Decision making
- Planning & Organizing
- Leading Change, Strategic Thinking
- Competitive Awareness
- Ability to travel – place of residence or convenient access to one of the Territory hubs
Organization: Oracle
Title: Public Financial Management Solution Specialist ,ECEMEA, with focus on
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