Key Account Director

8 hours ago

Johannesburg, South Africa Oracle Full time

Key Account Director - Applications (Commercial)-220006U2

**Applicants are required to read, write, and speak the following languages**: English

**Preferred Qualifications**

Role and responsibilities
- Experienced Senior Sales executive, with track record of successful complex sales deals, recognized for exceeding customer expectations, strategic thinking and growth acceleration
- Lead and execute an Apps multiyear strategic account plan in collaboration with Pillar ASR’s, Client Engagement leader (CEL) and Sales support functions to maximise Oracle’s revenue growth
- Establish strong, trust based, C-level customer relationships to position Oracle’s SaaS portfolio around the customers digital transformation
- Responsible to grow the Applications Cloud base across all pillars in the Applications Major Accounts territory
- Coordinate and collaborate with the Pillar ASR’s assigned to the account and the CEL across the entire sales lifecycle in line with the Account stategy and plan
- Act as the lead negotiator for largest, most strategic and x-Pillar deals. Act as X-LOB Deals orchestator
- Execute Oracle Applications strategy throughout our Applications Major Accounts - delivery of N&E ARR and Renewals, working in full alignment with Pillar ASRs and CELs to:

- Develop deep customer and industry knowledge to effectively influence clients through credible and relevant messaging positioning of Oracle as strategic partner (inc. use of relevant customer stories)
- Ensure proper pipeline coverage ; get the most return from demand generation campaigns, progression, conversion and participation rates. Identify, understand and flex the optimal components of pipeline growth with relentless focus.
- Ensure and increase upselling opportunities and renewable business in existing customers.
- Develop long-term sustainable relations with key customers and partners stakeholders
- Ensure customers get holistic and superior value from Oracle such they accelerate their investments
- Prepare and attend with CSMs and CEL’s the business review and value assessment meetings with Applications Major Accounts executives
- Act as a point of escalation for issues between Oracle and existing customers and partners/implementer.
- Ensure a proper Onboarding and Implementation Partner for new projects with the right follow up to maximize customer outcomes and to pave the way for future expansion.
- Collaborate with the supporting functions and eco-system, especially Pillars, Industry, Client Engagement, Mktg, Alliances and CSMs towards driving customer success

Profile
- Performance drive and execution
- Comfortable working with & influencing C-Level
- Strategy and transformation oriented
- Track record of driving successful complex sales - evidence will be requested
- Ability to analyze potential customer requirements and position Oracle Application Solutions
- Strong collaborator
- Confidently communicates across multiple organizational levels
- Energy and positivity
- Integrity
- Gravitas

**Detailed Description and Job Requirements**

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

**Job**: Sales
**Location**: ZA-ZA,South Africa-Johannesburg
**Other Locations**: ZA-South Africa, ZA-ZA,South Africa-Cape Town

**Job Type**: Regular Employee Hire
**Organization**: Oracle

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