Sales Programs Manager – MEA, based in Kenya, Nairobi

 

Managing the demand generation planning and execution process for Oracle Digital Technology Prime\: License & Cloud  Inside Sales teams based in Kenya. The Technology Sales Program Manager (SPM) will drive the planning & execution of programs and activities to meet the pipeline and revenue goals for the MEA team. The SPM will also provide support & guidance to senior stakeholders including Sales Director, Sales manager, Inside Sales Reps, as well as Marketing & Channel representatives.

 MEA Sales Programs Manager is a part of EMEA Sales Programs team, and will be supported  by a central Analysis and Execution team. The EMEA Sales Programs team supports Technology, Applications, Consulting and Hardware sales teams across EMEA Inside Sales.

 

 Responsibilities

·        Responsible for a consolidated demand generation calendar to meet defined pipeline generation and revenue targets, taking into account both regional and divisional priorities in support of the inside sales strategy and goals.

·        Driving the campaign planning process, involving key senior stakeholders in business development, sales and sales management, aligning with sales and marketing demand generation plans where possible.

·        Ensure full engagement of inside sales teams in relevant campaigns via ongoing communication and review of results, with full involvement in the MEA Sales management team. Activities may include\: co-ordination of all contributors to campaign delivery; delivering campaign briefings, continuous improvement in contacts lists and campaign content, reporting on results of campaigns and successes to inside sales teams and key stakeholders, assessing  campaign effectiveness, recommending  areas of improvement.

·        Work closely with Inside Sales Reps to guide their demand generation efforts, territory planning and engagement planning

·        Review business gap analysis by country and by product area and plan demand generation accordingly.

·        Define campaigns linked to those product areas to meet business goals. Promoting best use of demand generation tools within sales teams, and sharing of demand generation best practice between countries and teams.

·        Working together/align/co-ordinate with other demand generation groups, to promote inside sales DG activities and coordinate all DG activities on the market working with cluster/country marketing and alliance & channel teams to guide the execution of some campaigns.

·        Leverage multiple resources maximize the demand generation effort and focus\: Sales Consulting, Technology specialists, Senior sales executives, Data-mining, external agencies

·        Support the deployment of digital selling techniques and tools among Sales teams.

 

Personal skills and qualifications

·        3 years experience in international business development, demand generation, marketing or sales, in a high tech or competitive environment.

·        English language required.

·        French language is an advantage.

·        Must be able to network across the company and to drive cross-functional virtual teams.

·        Proactive, creative and innovative thinker. Must be able to generate consistently new ideas for driving and supporting divisional priorities through Sales Programs.

·        Self-motivated, flexible, organized, detail-oriented, and resourceful,

·        Ability to work under pressure, to deal with ambiguity through a complex and fast-moving sales organization

·        Ability to understand and analyze the industry and market. Strong analytical and problem solving skills and quantitative approach to solving problems.

·        Professional with project management and analytic skills.

·        Strong skills in running programmatic campaigns across multiple teams.

·        Self-starter with the ability to drive and influence large sales teams

·        Very good verbal and written communication skills.

·        Proficiency in PowerPoint and Excel required.

·        Third level qualification; Marketing qualification an advantage.

·        Communication and presentation skills.

 

 

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!|!Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Job duties are varied and complex utilizing independent judgment. May have project lead role. 5 - 7 years of progressively increased responsibilities in sales or sales management preferred. Marketing and business development experience preferred. Demonstrated aptitude for solving business problems using technology and applications. Ability to work with and communicate effectively with multiple colleagues in a team selling environment. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Strong executive selling skills as well as a demonstrated success in establishing and developing client relationships. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).!|!