Description
Job Ref.: 20000TJO
Job: Sales
Travel: Yes, 25 % of the Time
Job Type: Regular Employee Hire
Organization: Oracle
Learn more about Oracle and Aconex
The Aconex project collaboration solution digitally connects owners, builders and other teams, providing complete visibility and management of data, documents and costs across all stages of a construction project lifecycle. Aconex has been used in over $1 trillion in projects across 70,000 user organizations in over 70 countries.
Aconex is the most widely used online collaboration platform in the world for construction, infrastructure, and energy and resources projects. We've helped manage more than US$1 trillion in capital projects across 70 countries, serving over 70,000 user organizations.
Aconex allows owners, contractors, construction managers, EPCs, project managers and consultants to collaborate securely, efficiently and easily. Our employees are dedicated to helping project teams finish early and under budget. Together with our customers, we are transforming how project teams work together, increasing accountability and extending control so more gets done, faster.
The Oracle Construction and Engineering Cloud already offers customers the industry’s most advanced solutions for planning, scheduling and delivering large- scale projects. Together, Oracle and Aconex will provide an end- to- end offering for project management and delivery that enables customers to effectively plan, build, and operate construction projects.
Job Description
The purpose of the CEGBU Account Manager is to provide account management services to a portfolio of large, high profile global and regional accounts.
Grow revenue, share of wallet and driving results within the accounts and maximizing the use of Aconex products and services is key.
We are looking for an independent, seasoned, Account manager who strives for excellent client relationships and maximizes revenue and customer outcomes.
Key Responsibilities
Commercial Account Planning:
Prepare and maintain high quality and actionable Key Account plans for all accounts.
Continuously identify and establish relationships with key stakeholders and influencers within accounts.
Develop an upsell strategy for each account.
Develop target strategy for increasing the account engagement at the point of re- sign
Establish risks associated with each agreement and develop mitigation strategies.
Maintain an understanding of the businesses within the assigned territory and the factors that influence spending patterns.
Coordinate and contribute to internal communications with all Aconex offices as required to manage accounts within your portfolio
Relationship Management:
Identify, pursue and develop relationships with key client stakeholders Plan and initiate regular client contact
Pro- actively manage client expectations and effectively delegate remaining issues to relevant centres of support
Advocate for Aconex at every opportunity at each point of contact.
Direct Revenue Generation:
Establish Direct Revenue Targets for all accounts
Identify new projects and work to ensure they are awarded to Aconex
Continuously promote and qualify new product and services opportunities for all accounts.
Provide regular reporting of leads / potential new projects to the Regional Sales Manager
Assist the RSM / BDM to sign future managed accounts
Take the primary lead on selling new projects where the Partner is brokering the agreement on a developer’s behalf
Prepare written presentations and proposals and product, technical, and security related responses to RFPs / RFIs
Question clients to elicit needs and respond to objections.
Job Requirements
Here are some essential requirements:
Negotiation and objection handling skills
Proven track record of generating own leads and contacts from within a distinct account portfolio
Strong IT / Construction background
Solid commercial experience and knowledge of the sales process and effective sales techniques
Be self- motivated, flexible and able to take initiative
Ability to confidently present and articulate the business value of the Aconex cloud- based application suite and platform to managers and executives of all levels.
Work as a team player by contributing, learning and sharing new knowledge.
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).
Primary job duty is to sell business applications software / solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning.
Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition.
Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
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 including 7 years of sales experience.
Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts.
Oracle knowledge and / or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal / communication skills.
Excellent communication / negotiating / closing skills with prospects / customers.
Travel may be needed.
Bachelor's degree or equivalent.
Applicants are required to read, write, and speak the following languages: English
go to method of application »
Job Ref.: 20000G6Q
Job: Sales
Organization: Oracle
Travel: Yes, 25 % of the Time
Job Type: Regular Employee Hire
Detailed Description
Sells a subset of product or services directly or via partners to small-and-medium sized accounts.
The role is a combination of a Field Sales Rep and Inside Sales Rep.
Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory.
Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners.
The territory that this rep covers does not have an Inside Sales Rep or Field Rep.
Utilizes inbound and / or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs.
Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application.
Travels to customer sites to identify / develop sales opportunities.
Participates in the development, presentation, and sales of a value proposition.
Onsite customer presentation with C-levels to negotiate and close strategic and complex deals.
Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.
Duties and tasks are varied and complex utilizing independent judgment.
Job Requirements
BS / BA degree or equivalent preferred.
Fully competent in own area of expertise.
May have a project lead role.
Highly developed selling, customer relations, and negotiation skills.
Successful sales track record.
Oracle knowledge and / or knowledge of Oracle's competitors. interaction with C level players.
Team player.
Ability to penetrate accounts and meet with stakeholders within accounts.
Excellent written, verbal, and interpersonal skills.
Presentation skills.
Travels to customer as needed.
5+ years relevant sales experience.
Applicants are required to read, write, and speak the following languages: English
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