Account Manager, Construction and Engineering (CEGBU)-19000XXM
Oracle Construction and Engineering Global Business Unit.(CEGBU
Department: Sales Engineering
Reporting to: Head of Account Management
To provide strategic account management services to a defined portfolio of high profile, high value (possibly global) accounts with the objective of increasing the accounts investment, appreciation and value of Oracle CEGBU products and services to secure all accounts indefinitely.
Deliver against all required KPIs
o Revenue Retention & Growth
o Account Retention
o Time to Value & Success Initiatives
o Customer satisfaction
o Customer References
Develop and execute high quality and actionable Account plans for all accounts in conjunction with account sales rep such as:
o New Account Onboarding Planning (Implementation & Initial Onboarding) within the first 30 days of a new account
o Investment Decision Plan & Customer Maturity Plan within first 6 Months
o Adoption and Value Realization Plan throughout the term and as determined by account
o Renewal Account Plan begins between 6-12 months from renewal date (depending on the account)
o Opportunity plans as an when there is an opportunity
Focused point of contact for primary/executive communications and corporate interactions with the account.
Develop engagement plan to enhance long-term corporate value of the account.
Continuously identify and establish relationships with key stakeholders and influencers within accounts.
Full understanding of the accounts purchasing and decision processes.
Direct Revenue Generation
Develop in-depth understanding of account objectives and problems in order to identify and qualify all opportunities within the account to ensure Sales wins
Prepare the account for Renewal by formulating the renewal process as defined by the Renewal strategy.
Continuously promote and qualify new product and services opportunities for all accounts
Support in the preparation of presentations and proposals and product, technical, and security related responses to RFPs/RFIs
Maintain a high level of understanding of competitors and positioning statements.
Quality of Service
Ensure that the customer is receiving appropriate levels of support, through utilising the available Oracle resources (Contact Centre, Support Central, CO training, Product Support etc.)
Respond in a timely manager to customer enquiries and ensure that the appropriate response / action is delivered
Maintain regular contact with each account to identify emerging service issues
Proactively provide input into customer service strategy, training requirements, procedures and direction.
Work closely with the Client Operations and Sales teams to promote teamwork and collaboration
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 Oracle offices as required to manage accounts within your portfolio
Management and coordination of all Client Services activities within account
Drive and support the national / regional / global selling effort into the account.
Identify national / regional / global team members and create communication links, matching team configuration with the nature of the sales opportunities at the account.
Connect stakeholders on a global level and create a virtual team environment.
Utilise effective project management skills to co-ordinate change management protocols within accounts
Submit detailed reports on time
Mentor junior colleagues
Contribute to team meetings
Maintain excellent knowledge of Oracle’s products including their demonstration, pricing and administrative procedures.
Maintain knowledge of Oracle’s products and current Account Management and Sales procedures
Update and maintain accurate data on CRM.
Required Skills & Experience
Strong national / global sales experience, preferably in managing national / global accounts of significant size.
Demonstrates an accurate and comprehensive understanding of how to sell complex technology solutions at all levels including C level.
Exhibits both financial & commercial acumen, business planning experience and presence.
Superior negotiation skills
A highly effective communicator with proven success in relationship management.
Ability to work in global time zones.
Acts with integrity and displays high ethical values when doing business.
Proven ability to manage multiple and diverse customer engagements concurrently
High computer literacy with MS Windows, MS Office and other applications
Proven track record of generating own leads and contacts from within a distinct account portfolio
Ability to confiden
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