Account Executive
Oracle - United Arab Emirates
Total des années d'expérience :7 years, 3 Mois
• Covering Oracle NetSuite
• Responsible for the Manufacturing, Retail, Healthcare, Utilities and Telecommunication industries in KSA central region
• Selling NetSuite ERP to SMEs, high volume sales which means high lead turnover
• Cold-calling and social selling to create leads and find new prospects. Mainly C-Level Executives and Entrepreneurs
• Building trust by presenting value-adding presentations on NetSuite and competition to prospects
• Aligning stakeholders (customer, NetSuite/implementation consultants, partners) on joint execution plans
• Determining pricing and negotiation strategies for winning
• Pre-planning for upsell opportunities through stairway approach and building new connections within the organization
• Maintain accurate information on CRM for operational excellence
• Drive customer retention and renewal through customer-centric approach
Key Achievements:
• Landed first Aluminum Manufacturing logo for NetSuite in KSA. Managed to upsell in account after only 2 months
• Landed first Concrete Pipe Manufacturing logo for NetSuite in ECMEA. 2 upsell opportunities in 7 months
• One of the top achievers in ECEMEA direct sales organization
• Specialized in Fusion ERP, EPM, SCM and HCM solutions, worked on X-Pillar deals including CX, CRM, Marketing
• Won against SAP in 60% of deals (S/4 Hana, SAP B1, SAP ByDesign & SuccessFactors) because of product knowledge
• Created industry-specific events for more than 20 organizations to unlock Oracle’s value through panels including our product development as well as key customer users
• Deals won with customers from public sector, financial services and professional services industries
• Identified customer pains and coordinate presales activities to develop customer business presentations
• Prepared commercial and technical proposals in cooperation with the presales team and channel partner management
• Increase customer awareness of Cloud SaaS, emerging technologies (AI, IoT, Blockchain, ChatBots)
• Prospecting through cold calling and social selling. Ranked Top 1% of the IT industry in Social Selling Index (SSI)
• Responsible for creating a solid pipeline and an accurate forecast
• Engaged with C-Level executives in Gitex, Oracle Open World and other Oracle events to generate leads
• Worked on strategic accounts to digitally transform their business and managed relationship as a partner from prospecting to upselling
Key Achievements:
• Landed the only 2 Financial Services companies for Fusion KSA team. Managed to cross-sell Customer Experience solutions in both accounts (Oracle Sales & Marketing Automation, and CRM)
• Migrated an existing legacy customer to the Cloud with the first ever Saudi customer to host their data in German data centers as per the customer restrictions from their vendor Airbus
• Worked on a portfolio of 326 SKUs
• Automated the reporting of sell-out data gathered from 24 retailer’s POS through Excel, Macros and Access
• Boosted sales of promos by more than 50% by relocating L’Oréal’s POSM to better suited branches
• Created a merchandising booklet to be used by all the merchandisers with planograms and assortments
• Produced monthly performance reports on all SKUs of all L’Oréal and competition to assist sales
• Worked on the launch of the region’s largest retailer e-commerce platform and aligned our SKUs accordingly
• Specialized in Oracle E-Business Suite ERP
• Created qualified leads and converted them to sales opportunities
• Delivered high-level value proposition sales presentations to executives and business owners
• Maintained relationships with client’s executives to develop upsell opportunities
• Maintained accurate and updated pipeline and forecasts
Relevant Projects •Collected data on Volkswagen Group in order to estimate the demand function of their vehicles using EViews software. •Participated in a team effort to produce a macro study of a financial company called Equidate, where we studied the entire firm’s structure and strategies and came up with conclusions on how they should change their financing, corporate and business level strategies to meet their objectives. •With a team, analyzed the effect of Brexit on Britain and the EU. We focused on the effects on the ForEx, Fixed-Income and Equity markets. •Produced three reports for my Money and Banking course: 1) How the Federal Reserve prevents panic 2) An assessment of the 2008 Troubled Asset Relief Program (TARP) 3) Differences between monetary policy in the US and Japan •Produced a quantitative study using Stata software, which explained how much does income inequality affect average life expectancy across European countries. •Conducted an academic research on the effects of the recent downturn of the housing market on the macroeconomic situation of the United States •Participated in a team effort to research the applications, threats and concerns of RFID in the monetary system, which concluded that tagging currency with RFID would create more social benefit than cost.