Global Account Manager _Client Success_KSA

• Deliver against all required KPIs

• Revenue Retention & Growth
• Account Retention
• Time to Value & Success Initiatives
• Customer satisfaction
• Customer References

• Develop and execute high quality and actionable Account plans for all accounts in conjunction with account sales representatives, services and partner organisations such as:
• New Account Onboarding Planning (Implementation & Initial Onboarding) within the first 30 days of a new account including establish a Governance model
• Investment Decision Plan & Customer Maturity Plan within first 6 Months
• Adoption and Value Realization Plan throughout the term and as determined by account
• Renewal Account Plan begins between 6-12 months from renewal date (depending on the account)
• Opportunity plan support with the Applications Sales and Consulting Sales Representatives

• Focused point of contact for primary/executive communications and corporate interactions with the account.
• Develop engagement plan in conjunction with internal and external stakeholders 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.

• 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.

• 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 Account Management 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.

• Must have both Arabic and English language capability
• 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 confidently present and articulate the business value of the Oracle's CEGBU products and services to managers and executives of all levels
• An expert collaborator working as a team player by contributing, learning and sharing new knowledge
• Be self-motivated, flexible and able to take initiative
• Strong verbal and written communications skills with a focus on needs analysis, positioning, business justification, and closing techniques
• Superior presentation and demonstration skills

• Resources/Construction industry experience
• Previous experience with international organizations and clients

• Current drivers licence, and motor vehicle could be beneficial
• Willingness and flexibility to travel as needed
• Valid work rights for country where position located

• Building client loyalty- meets client needs, building productive relationships whilst taking responsibility for client satisfaction and retention
• Building collaborative partnerships-Identifies opportunities to build strategic relationships internally and externally to help achieve Oracle's goals
• Driving for results- sets challenging goals for self and others, working to meet or exceed those goals, monitoring progress towards attainment.
• Initiating action-takes prompt action to accomplish objectives; proactively seeking information, support or tools required to deal with issues
• Reliability - consistently applies skills to arrange of activities, making a high quality contribution to clients
• Resilience - responds effectively to disappointment or rejection
• Sales persuasion-persuades or influences clients/customers to accept a point of view, adopt a specific agenda, or take a course of action.
• Technical knowledge -applies understanding of Oracle effectively within context of own role

• Which includes being a United States Affirmative Action Employer

Oracle