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Oracle Consulting – Customer Engagement Manager (CEM) Job

Main Responsibilities:

The position’s primary responsibility is to generate new business and new logos in the Technology Consulting Services Sub Saharan Africa region. The candidate will develop revenue-producing relationships with decision-making CxO level executives; drive the sales from initial prospect communication through contract execution working with business development & solution architecting teams, from an opportunity to contract signature.

Responsibilities include:

  • Orchestrates and leads the execution of the account strategy, incorporating sales, services, marketing, product and support for other Oracle organizations
  • Work closely aligned with the Account Executives in the sales teams, plus the Regional Sales Directors, to ensure appropriate alignment and use of extended customer network
  • Establish a robust governance model between Sales (Account Executives) & Services, with clearly articulated plans to develop the new additional pipeline for the business
  • Accountable for day to day activities of the Customer Base and Customer Success teams, on the account for customers in production
  • Provide oversight for sales handover to delivery customers while in the initial deployment phase
  • Coordinate all customer-facing functions outside of ticket generated support requests and direct implementation activity. This will include Executive Sponsor Engagement, regular visits or calls and any sales related communication for Consulting
  • Complete the long-term business strategy plan
  • Find opportunities alongside XLoB teams and then facilitate the journey from a pipeline to delivery and attachment to pivotal initiatives such as Evolve services
  • Develop long term C-level relationships; create and lead a robust joint governance model; act as the primary point of contact for sales engagement
  • Lead integrated account planning and ensure Oracle’s footprint is expanded with the involvement of all relevant business areas and partners
  • Proactively identify customer problems and direct the customer towards self-sufficient Oracle solutions
  • Drive Product and Services adoption and protect Services revenue
  • Provide leadership around Value Management and Realization exercise outcomes, enabling connection of the Value Realization
  • Quality Assurance of Proposals, sales material and services contract and amendments before the final release
  • Prospecting, identifying and closing new business and new logos
  • Generate new revenue from logos won
  • Attaining sales/revenue goals for the consulting sales team – (including Evolve – Life cycle Managed services)
  • Contributing and consuming sales, delivery and contracting IP
  • Coordinating with Matrix domain and Industry team to assign the best possible teams from engagement to delivery
  • Working with the MEA unified approach to achieving the organization’s goals in the account
  • Demonstrated ability and maturity to sell and establish relationships with C-Level executives
  • Ensuring a high level of customer satisfaction
  • Ability to work with XLob team members and foster a trust relationship with Applications and Technology sales teams as well as Apps Consulting, ACS , LIFT , Pharos and GSC
  • Contributing to accurate forecasting and sales CRM data quality throughout the sales cycle

Key Objectives:

  • Strategic focus on our highest Cloud revenue accounts
  • Account planning to support OC and our Customers’ objectives
  • Management of feature adoption blueprint, to support up-sell / expand opportunities
  • Collaboration and innovation in the creation of IP
  • Improved Executive and individual contributor alignment
  • Active contribution in achieving set quarterly and annual bookings targets for Cloud, (PaaS and IaaS) including critical initiatives such as Evolve, SOAR and Technology Improve

Experience Guidance:

  • 10 Years of Industry experience (predominantly in Account Management/customer-facing roles) in Kenya and Sub-Saharan Africa.
  • Experience in hunting new logos/ account management/customer-facing roles for large global outsourcing companies.
  • Experience in farming/harvesting in existing accounts
  • Extensive business experience in Sales and Consulting with sophisticated business IT solutions
  • Deep industry/domain expertise
  • Proven experience in comprehensive account management, leading account and delivery teams
  • Experience with long term planning of resources, technology and accounts
  • Ability to lead/prioritize multiple customer demands balancing customer satisfaction with revenue and profitability targets
  • Willingness to operate and assist at any level when required
  • Leadership abilities to empower and lead a matrixed team of individuals at multiple levels within an organization
  • Exceptional communication skills
  • Good understanding of contracting and privacy laws
  • General knowledge of software license contracts and delivery of associated services
  • Experience in complex negotiations
  • Extensive knowledge of the global professional services delivery model. Including services contracting and risk management processes
  • 10 Years plus strong Oracle Cloud IaaS and PaaS and e-Business Suite product knowledge, project management, product architecture and implementation experience
  • A strong record of sales success and exceeding targets is preferred.
  • Excellent communication skills – both written and verbal.
  • Excellent Team player
  • Ability to operate in an undefined environment
  • The CEM is a field role, and the candidate is expected to spend a significant portion of their time meeting with clients face to face across Sub Saharan locations
  • The candidate will be required to do forecasting, prepare bids, negotiate, and lead the sale cycle.
  • BE, BS or BA in related fields. A Master of Business Administration (MBA) Degree is highly preferred.

Highly Desirable Skills:

  • Oracle product implementation experience (Understanding of project and delivery lifecycle)
  • Oracle Consulting Bid and contracting experience
  • Oracle product certifications and architecture knowledge
  • Proven deal closure and contracting skills

How to Apply

Apply for the job.

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