Sales Director (Utilities)
Oracle
Gurugram
4d ago
source : Shine
  • 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.

    Sales Director, Utilities Global Business Unit India & Pakistan

    POSITION SUMMARY :

    Responsible for developing and executing the UGBU strategy for India & Pakistan and plan in close coordination with the local and JAPAC team

    Responsible for Sales of Oracle s Utilities solution forecast for the two territories

    Responsible for leading and managing the UGBU sales team for the two territories

    Teamwork : Working closely with UGBU Sales consulting, Services, Marketing & Alliances teams to drive bookings and revenue

    KEY RESULT AREAS :

    Understanding of the Market / Industry and opportunity for Oracle s solutions in each of the market segments in the defined territory

    Developing & executing sales strategies based on the Territory Plan

    Forecasting, Pipeline management & Managing the Lead to Reference cycle

  • Articulate Oracle s message and build relationships with key client executives to determine their needs, business issues &
  • establish Oracle s Value proposition

    Develop and coach the UGBU sales team to enable them to success

    Annual performance review of each sales individual

    Manage weekly sales cadences and account plans reviews with the sales tea,

    Where-ever applicable, working with Partners in the defined territory to generate and mature the pipe

    Participate in Industry Forums, Seminars and events to evangelize Oracle and generate leads

    Identify PR initiatives and work with customer, partner and internal teams to create customer wins and go-live case studies.

    Competitive Intelligence

    Ensure appropriate alignment with all stake-holders in Country, APAC as well as HQ

    Meet sales / revenue targets

    POSITION REQUIREMENTS :

    Strong business acumen, communication and interpersonal skills

    Proven Sales Management track record

    Ability to lead a team to become a high performance team

    Demonstrates a high level of understanding of tools & processes

    Highly motivated self-starter, innovative and creative thinker

    Professional with strong planning and analytical skills

    Ability to manage key internal and external relationships at all levels

    QUALIFICATIONS (Preferred) :

    Minimum 8 to 10 years experience in the IT Industry / Software Solutions & Services

    Sales Management experience leading Sales teams for over 5+ years

    History of over-achieving sales targets

    Business Applications and Solution sales experience

    Understanding of Sales methodologies & processes

    Industry knowledge utilities, electric, gas and water as well as mining

    Understanding of Market, Partner and customer needs

    Minimum of Bachelor s degree

    Knowledge of Oracle and competitive solutions,

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