Job Description For General Manager - Oracle Gulf

Job Title: General Manager - Oracle Gulf
Reports to: SVP Sales & Support

Location: Dubai, United Arab Emirates

Job Description
The responsibility of General Manager - Oracle GULF is to manage and achieve Oracle revenue and profit targets, maintain Vendor relationship, develop & expand the Oracle business channel through strong Partner management, driving strong sales across all GULF countries.

The position is based in Dubai, UAE, and reports to SVP Sales & Support. The primary responsibility of the position is to ensure the achievement of his Organization sales target and strengthen the portfolio. It is very important for the position holder to posses strong team leadership qualities to motivate his Organization as well as facilitate their work. Vendor and Partner relationship is key to the position. It is also important for the position holder to monitor compliance to the service quality guidelines set by the management.

Key Responsibilities

Description Performance Indicators
Primary accountability is to achieve sales revenue and margins targets.
  • Achieve quarterly targets
  • Work with Partners and Oracle to maximize Oracle business
  • Maintain/overachieve budgeted margins
  • Maximize OMM deal approvals
  • Keep SFA (Forecast, Upside) up to date at all times
Vendor Relationship & Alignment:
Ensuring strategic directions of both TechAccess & Oracle are aligned. Build and maintain a good relationship with Oracle VAD & Channel management.
  • Obtain strategic direction from Oracle and ensure TechAccess is aligned
  • Regular Oracle meetings at all levels, including QBRs
  • Vendor contacts in place and current
  • Vendor satisfaction
Business Management:
Manages the business plan and provides required reporting and tracking of Oracle business.
  • Recognized contribution from Executive Management.
  • Weekly Forecast and top opportunities report to Oracle
Business Development/Marketing:
Participates in the identification and evaluation of potential new business opportunities to assess which are most likely to increase TechAccess revenues and which are most feasible from a financial, operational and technical perspective.
  • Criteria established for new business initiatives.
  • Number of initiatives identified and they should meet new business criteria
  • Potential incremental revenue for TechAccess.
  • Align with Vendor & TechAccess Marketing
Product/Sales Planning:
Annually develops and implements a solid growth plan.
  • Formalizes and keeps up to date an Oracle Business Plan
  • Uses Market data to develop business plan
  • Relationship with Oracle Product Sales team.
Product & Partner Development:
Responsible to manage an excellent Partner community, and set the strategy of developing the Partner's Oracle knowledge.
  • Develop good Partner relationships
  • Increase Partner landscape by signing up new Partners to Oracle
  • Set the product strategy and focus for Partner
  • Brand awareness and responsibility to drive Product Marketing
  • Responsible for on time payment collections
  • Ensure Partner enablement is done through his Pre-Sales team
  • Ensures TechAccess Partner Map is updated at all times
ISVs Engagement:
Develop an engagement plan to attract and motivate key ISVs (developers) or SI/Alliances (influencers) to work together with TechAccess. Size and evaluate impact and cost, in order to decide future axes of TA development, per Industry, horizontal or vertical solution focus.
  • Business intelligence data : Key ISVs and Influencer DB
  • POC/Development
  • Solution Center (OASC)
    usage/engagement/conversion to business
  • Program development approved by TA management team
  • Marketing initiatives with ISV's for Partners & Customers
  • Develop business plan for Solution Centre upgrades/improvements
  • Build business pipeline from ISV's
  • Evangelise Solution Centre (OASC) to ISV's/SIs
Policies & Procedures:
Manages the implementation of operational policies, procedures and controls covering Organization so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost- effective service to customers.
  • Compliance with procedural and legislative requirements.
  • Effective communication of policies and procedures


    • Bachelor's Degree in Business or Computer Science. Master Degree preferred.
    • Minimum 10 years experience in the business development, distribution and marketing of IT product and solutions
    • Excellent Oracle Technology experience and relationships.
    • Strong interpersonal and communication skills.
    • Leadership skills
    • Negotiating skills
    • Strong analytical skills
    • Team player
    • Fluency in English and Arabic