Senior SCM Solutions Account Manager – (Demantra or G Log)

Oracle is seeking SCM Solutions Account Managers to operate in a dual prime business model to grow our SCM product sales in APAC. These Account Managers may focus either on our advanced demand planning applications (Demantra) or our Transportation Management solutions (G Log). The successful applicants will be responsible for driving new sales of Oracle’s Supply Chain solutions reporting to the APAC GM for SCM Solutions.  They will work closely with the general Industry and Commercial sales forces to identify opportunities, build pipeline and close deals. They will undertake market development and partner enablement activities to ensure Oracle is recognised as the premier supplier of Supply Chain solutions in their market.

This is a Co Prime or dual prime model meaning that both these Account Managers and the corresponding Industry or Commercial Sales Reps both get full credit on deals closed. These are considered to be senior sales roles within a specialist team at Orace taking our more advanced SCM products to market to grow our license business. Typically, these solutions have been acquired by Oracle and there is a significant opportunity to grow the market.

Relevant Experience and Training

• Must have a deep domain knowledge of Supply Chain business processes and associated solutions with a particular focus on Transportation Management or Demand Planning/Sales and Operations planning.
• Proven track record in application sales as a sales leader.

·         Having a deep understanding of APAC wide Supply Chain industry and market

·         Participating in country specific  forums, user-groups, committees etc

·         Analysis of market needs and alignment of Oracle’s solutions

·         Leading the resolution of product and skill related issues both internally and with our partner

·         Identifying opportunities and building pipeline

·         Assisting in crafting ‘appropriate’ solutions and supplying solution oriented input to the Pricing and Approvals process

·         Actively participating in all stages of the sales cycle

·         Typically will have 3-5 years experience in solution selling environment and recognised value chain domain knowledge.

The successful applicant will be responsible for working closely with our general industry and commercial sales organisations to ensure that these solutions are included, where relevant, in any proposal to customers.  They will ensure Oracle is the acknowledged thought leader in Supply Chain solutions in their market and our offerings are the ‘solutions of choice’.

• Effective negotiator with excellent communication and presentation skills.
• Ability to develop relationships at the executive level
• Willing to travel regionally with some national/international travel.
• Proven track record in successful proposal development, client negotiation, budget development and management.
• Bachelor's Degree in Computer Sciences or Business or equivalent

Primary Co Prime Responsibilities:

• Working with the Industry and Commercial Account Managers for the following outcomes :
• Targeting installed base for upsell and cross sell opportunity
• Working as a ‘buddy’ on creation of pipeline, sales plans and strategies
• Helping create proposals, respond to RFP’s, justifying deal metrics
• Assisting with deal qualification
• Working with Sales GM’s for the following outcomes:
• Acting as a trusted advisor on SCM deals
• Improving forecast accuracy through qualification etc
• Providing another point of view on deal status
• Improve coaching tactics for general sales force
• Working with SCM focused partners to :
• Share domain knowledge in SCM
• Improve partner capability to generate new business
• Help partners better engage internal resources for deal closure
• Work with SCM presales to:
• Create clearer set of customer requirements
• Assist with qualification and prioritisation
• Create compelling solutions through effective presentations and demonstrations