Technology and Application for Your Utility’s Future : Oracle and Utilities
Around the world, utilities are under pressure. Citizens demand energy and water that don’t undermine environmental quality. Financial stakeholders look for operational efficiency at a time when aging workforces and infrastructures
need replacement. Regulators seek action on Smart Grid and Smart Metering initiatives that add intelligence to infrastructure. Customers seek choice and convenience—but without additional costs.
Pressures like these are forcing today’s utilities to re-examine every aspect of their business, from supply to consumption. And no utility can address these challenges alone.
Oracle has positioned itself as utilities’ software partner of choice in the quest to respond positively to these pressures. To do so, Oracle brings together a worldwide team of utility experts, software applications that address mission-critical needs, a rock-solid suite of corporate operational software, high performance servers and storage, and world-leading middleware and technology. The result: flexible, innovative solutions that increase efficiency, improve stakeholder satisfaction, future-proof your organization—and help your organization transform into a next-generation utility.
Job Title: Senior Software Sales Executive – Oracle Utilities
Job description
Senior Sales Executive – Oracle Utilities
South and Western Africa (named accounts in South Africa and Western Africa (including Angola, Namibia, Gabon, Cameroon, Nigeria, Ghana, Cote d’Ivoire, Gambia, Senegal, Mali).
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
How to Apply
Click here to apply online
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