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Solution Specialist IV At Oracle

Date Posted: 04/Mar/2014
Deadline: 14/Mar/2014
  • Specialization Admin / Finance
  • Industry
  • Experience 0 year(s)
  • Location Nigeria

Department Description 
Business Area

Territory of Coverage – Sub-Saharan Africa, excluding South Africa

Brief Description 
Overlay sales personnel providing specialist product expertise to the sales force.
Detailed Description 
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
Job Requirements 
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 applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.
Additional Details 
Reports to Business Development Director, Healthcare ECEMEA (Eastern and Central Europe, Middle East and Africa)
Primarily responsible to increase software license sales revenues and market share in healthcare and social services industry in the Sub Saharan Africa, excluding South Africa (further referred as Territory in the document)
Works to achieve a given revenue target and KPI’s in the healthcare and social services industries across Territory, with focus on Tier 1 markets such as Kenya, Nigeria, Rwanda, South Africa(?)
Strives to create new business and sales opportunities for Oracle in healthcare and social services segment in Territory.
Works closely with the Oracle field sales, country leadership and industry leads, collaborates with technical sales and presales, interacts with Alliance and Channels Management
Liaises with key partners in the domain, and interacts with relevant Sales and Business Leadership
Prime responsibility includes the driving of the achievement of Oracle healthcare and social services revenue target for Territory
Supporting healthcare and social services strategic programs and projects in Territory by proficient understanding of healthcare and social services business processes and customer needs on one side, and efficient matching with Oracle based solutions
Efficient promotion of Oracle Healthcare and Social Services Industry Solutions and partners’ products, which lead to Oracle revenue increase and customer excellence
Driving the healthcare and social services strategic programs and projects’ success from inception to execution for the key healthcare and social services accounts in Territory market
Act as healthcare and social services industry thought leader and advisor to internal Oracle Sales Teams, partners and customers
Develop and maintain direct relationships with sales, business development and Industry solution teams.
Identify future prospects, customers and partners relationships in fields of healthcare and social services, to maximize achievement of revenue objectives and generate active sponsorship and reference ability for Oracle
Acting as a spokesperson for Oracle healthcare and social services solution sets and key industry drivers
Localization and customization of Oracle healthcare and social services industry solution messages for Territory
Drives the adoption of Oracle healthcare and social services industry solutions, together with Oracle alliances and channels


Develops yearly Activity Plan for healthcare and social services in Territory, that illustrate key initiatives and deal opportunities for Oracle
Work with the field sales and sales management organizations on specific opportunities
Supports the sales process and provides deal support throughout given quarter and fiscal year for significant opportunities in Territory
Identify opportunities to up-sell and cross-sell in healthcare and social services industry for Oracle industry solutions and components
Active research in the product and industry area internally and in the marketplace
Provide help to the country organizations in responding to Requests for Information and Invitations to Tenders as well as Request for Proposals
Work with Alliances to engage and develop joint value propositions with selected partners
Attend, host and speak at appropriate product/industry marketing events
Identify and maintain an internal / external network of people who can support the achievement of the Business Plan
Maintain an understanding of the product set and its future developments
Engage and support sales forecast activities
Monitor and review sales campaigns for the assigned market and Industry organizations
Engage with relevant Oracle Partners as appropriate


University Degree, either in IT (medical informatics is preferable) or medical field
Fluency in English. French speaking skills are considered advantageous
5-10 years of relevant working experience – either IT solution sales to Healthcare and social services iindustries, or Project management/SW architecting experience with Healthcare and social services Company or IT Company operating in this area, or similar
Understanding business values of healthcare and social services
Understanding and interest in the vital value proposition in areas such as enterprise resources planning modules (Human Capital Management, Supply Chain, Financials, etc); eHealth (electronic healthcare and social services records, medication records, chronic disease management solutions, the integrated hospital networks, etc), Social Services Delivery and Case Management solutions; etc 
A good knowledge in Healthcare and social services informatics standards (HL7, IHE, Continua, and similar)
A record of healthcare and social services thought leadership – e.g. public speaking, publications
An excellent reputation with the clinical, medical IT, social systems regulatory and other local and international communities of interest
International experience is advantage
Ability to interact with customers on large project, to assist / advise and add value
Proactive, strong opportunity and customer focus

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