Oracle Sales Director, Oracle Communications in Dubai, United Arab Emirates

Sales Director, Oracle Communications

Preferred Qualifications

Sales Director-Oracle Communications- Middle East & Northern Africa

Oracle has an outstanding track record for delivering business value in the communications industry. Only Oracle offers packaged software solutions that deliver end-to-end support for the key business processes for communications companies, from service creation, offer management, and order orchestration, through provisioning and service delivery, to billing, revenue assurance, and reporting.

Oracle Communications Global Business Unit (CGBU) represents Oracle in the communications industry. Oracle CGBU is responsible for the development, marketing, sales and consulting of Oracle Communications specific products, and leads Oracle’s strategy in the communications industry. The Oracle Communications portfolio consists of the following products:

Ø Billing & Revenue Management

Ø Service Delivery Platform

Ø Service Fulfillment Suite

§ Order & Service Management

§ Inventory Management

§ Service Activation

§ Configuration Management

§ Network Mediation

The position of Sales Director for the Primary region Middle East & Northern Africa region has been created to support the continued growth of the CGBU. The region could include India and SAGE Countries or adjusted as per business needs. The Sales Director will be responsible for managing certain number of Sales representatives and ensure the license sales of Oracle Communications products in this region.

Responsibilities will include:

  • Achievement of quarterly and annual revenue targets for the Communications sales team

  • Setting and implementing team targets, action plan(s) and forecast(s) to ensure attainment of business goals as well as team revenue.

  • Business management through territory, account and opportunity planning and management, through the exploitation of Oracle’s standard sales tools and processes.

  • Building and maintaining strong relationships with all Oracle line of business field management in territory to create a positive working and communication environment.

  • Applying global go-to-market initiatives and developing regional sales initiatives to achieve business goals.

  • Identifying new business opportunities and the development of marketing strategies across the region.

  • Drive implementation of sales and marketing campaigns, coordinating internal and partner resources

  • Supporting specific sales opportunities either coaching individuals involved or acting directly as an executive sponsor

  • Representing Oracle CGBU at regional telco field board and other regional communications industry forums

  • Working with and influencing activities of Oracle Partners as appropriate

  • Maintain understanding of Oracle's strategic direction for the communications industry, including awareness of Oracle's current and future products and services

  • Being aware of competitive activity relevant to the communications industry

  • Acting as a point of escalation for issues between Oracle and customers

  • Building effective working relationships with key clients and Oracle's executives

  • Setting objectives and review the performance of individuals and take action to ensure targets are met as required, formulating corrective plans for under-achievers

  • Supporting, coaching and mentoring individual achievement of personal development needs

  • Recruiting and inducting new team members as required

Qualification and experience required:

  • 14 years sales and at least 4 years of sales management experience within the communications industry

  • Successful track record of selling BSS and/or OSS software solutions to communications companies

  • Selling of communications solutions to non Telco’s will be desirable.

  • Comprehensive understanding of regional communications, Mediaand utilities industry and core business processes

  • Successful sales and revenue growth achievements through direct and/or team leadership contribution

  • Experience in Channels/Partner cooperation

  • Degree-level education

  • Good English skills (written and spoken)

  • Fluent/native speaker of Arabic would be an advantage

  • Excellent verbal and written communication skills

Capabilities expected:

  • Proven sales leadership skills.

  • Working relationships with, and influencing, executives of communications companies

  • Negotiating price, other concessions and terms & conditions.

  • Strong quantitative, analytical and conflict resolution abilities.

  • Ability to hire and train new sales representatives.

  • Successful resolution of customer satisfaction issues.

  • Strong needs analysis, positioning, business justification and closing skills

  • Effective sales and project management skills

  • Ability to work in a team environment

  • Ability to present to large and small audiences.

Detailed Description and Job Requirements

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle

  • s opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Sales

Location: AE-AE,UAE-Dubai

Job Type: Regular Employee Hire

Organization: Oracle