Demand Generation / Sales Development Manager
Aconex
United Arab Emirates; Turkey
منذ 4 يوم

Job Summary

Demand Generation / Sales Development Manager - ERPM / SCM-19000SHJ

Preferred Qualifications

Demand Generation MANAGER

Oracle is rapidly expanding the portfolio with regards to the Cloud Applications (Software as a Service). This period is a very exciting one, with ambitious growth targets aimed at garnering the #1 position in SaaS.

In order to achieve this vision, the ECEMEA Demand Generation team was formed in June 2016. The team covers all countries in the ECEMEA region and is now focused to provide additional coverage for specific solution areas.

This is a fantastic team role for a senior person in a highly dynamic and growing environment. The Demand Generation Managers are responsible for the following activities :

Transformation Accounts Engagements :

  • Identify high potential accounts with an appetite to spend on SaaS solutions.
  • Work with the sales team to build & own the account strategy to nurture the account
  • Bring the right resources and orchestrate activities to create demand within the customer organization and key stakeholders
  • Help create opportunities, ensure that the opportunity is progressing with the help of presales team.
  • Professional Body outreach :

  • Identify associations and professional bodies that are well known in the region.
  • Connect with them and organize collaborative activities which can increase Oracle’s mindshare within the minds of the members.
  • Work with them to improve Oracle’s coverage, Oracle’s reach to business stake holders.
  • Demand Generation Events :

  • Build & own the execution strategy to improve the pipeline for specific products in specific geographies
  • Plan the right type of events, identify the target accounts for the event, attract the right profiles, execute the events and deliver the target pipe for ERP, EPM, HCM and SCM for CATLEENA (Central Asia, Turkey, Levant, North Africa).
  • Deliver sessions (speaking) at customer facing events (mainly 1 : M events)
  • Creation / adaption of local / industry content and active contribution to the Oracle Buzz via social media channels, thus building a large network to reach the right influencers.
  • Identify, participate and deliver results by participation in relevant 3rd party events.
  • Identifies and influence key local stakeholders (Customer, analyst, Partners, Influencers) to further increase market share through planning and execution of activities working closely with other key organizations like marketing, alliances and channels, the inside sales organization and the field sales organization.
  • Build / have personal credibility and experience to attract the right audience to the events.
  • Ensure that Knowledge Management occurs in the relevant Industry / Product groups sharing best practice across including related competence for customer facing staff
  • The plan should drive SaaS market growth, secure pipeline coverage in line with objectives and SaaS revenues. He / she will work closely with the Sales Leaders and other key stakeholders in the specific geography and be the person responsible and accountable for these activities.

    Role Responsibilities :

  • Owns the execution of the GTM plan
  • Work with the other stakeholders to ensure plans and activities are understood, agreed and managed
  • Monitor and review sales campaigns progress for the Region and Industry organisations
  • Identify, maintain and deploy an internal network of people who can support achievement of plans and revenue objectives
  • Engage with relevant Oracle Partners as appropriate
  • Maintain a good understanding of the Oracle Cloud Applications and competition in the associated product areas
  • Maintain an understanding of Oracle’s strategic direction within the Solution Areas
  • Operate in line with Oracle's HR policies and procedures
  • Operate in line with Oracle's processes and procedures
  • COMPETENCIES :

  • Account Management experience, preferably in the specific geography /
  • Demand Generation / Business Development experience
  • Experience in executing a defined Strategy Regional Role experience would be a plus
  • Connect with Industry bodies and Professional organizations in the region.
  • SaaS Product Knowledge : Knowledge of one or more areas of ERP / EPM / HCM / SCMfunctional areas. Oracle product knowledge ( Oracle ERP / HCM / EPM / SCM Cloud ) is a bonus.
  • The candidate should also know the competitive landscape in this specific area. This person should have the credibility and knowledge to talk to senior stakeholders on business challenges and how Oracle SaaS can help overcome them.

  • Geography Knowledge : Essential to have worked in CATLEENA and having a good grasp of the geography, the culture and attitude towards SaaS in particular.
  • A good business network in that specific geography is desirable.
  • An expert in Communication (written, verbal and on the social media)
  • Results Oriented and self driven
  • Well Organized and someone who can own and deliver in a programmatic fashion
  • Location & Level :

    Ø One ERPM+SCM Demand Generation Manager to be based in Cairo or Istanbul

    Ø IC3 / IC4

    Detailed Description and Job Requirements

    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.

    Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical / business skills in area of specialization.

    8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred.

    Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals.

    Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills.

    Ability to travel. BA / BS degree or equivalent, advanced degree highly desirable.

    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).

    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).

    Other Locations

    United Arab Emirates, Turkey

    Oracle

    قدِّم طلب ترشيحك
    أضف الى المفضلات
    إزالة من الإشارات المرجعية
    قدِّم طلب ترشيحك
    بريدي الالكتروني
    بالضغط على "واصل" ، أعطي موافقة نيوفو على معالجة بياناتي وإرسال تنبيهات إلي بالبريد الإلكتروني ، على النحو المفصل في سياسة خصوصية لـ نيوفو . يجوز لي سحب موافقتي أو إلغاء الاشتراك في أي وقت.
    واصل
    استمارة الطلب