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RESPONSIBILITIES

A Solution Manager (Principal Sales Consultant) provides pre-sales solution support and works in collaboration with Advanced Customer Services Sales, Tech Sales, and Oracle Consulting in selling the offerings included in the Oracle’s Advanced Customer Services portfolio (E-Business Suite, PeopleSoft, Hyperion, OTM, Demantra, Siebel, JD Edwards & Retail), Oracle Technology Cloud Services, Disaster Recovery, and Extended Services.

Provide direct sales support for Oracle Advanced Customer

Services Sales Representative by conducting discovery sessions, building solutions leveraging Oracle’s Cloud Services portfolio, providing solution design/recommendation presentations & general Q/A support for prospective customers to meet or exceed sales targets.

Collect and analyze prospective customer environment data (current infrastructure, application products implemented, product customizations [technical & functional]), and assist in mapping business needs for the purpose of recommending solutions based on Oracle Cloud Services offerings.

Assist sales teams in assessing unique customer service and/or infrastructure needs and developing solutions that meet client needs while supporting Oracle’s business objectives.

Periodically assist in the delivery of technical training for external presentation to existing and prospective customers and internal presentation to employees.

Periodically participate in various projects to create and enhance sales tools, technical collateral, etc. in support of the broader sales team.

Provide a deal/activity/projects report to manager on a weekly basis

REQUIRED SKILLS AND EXPERIENCE:
This is a senior role. Solution Managers typically have at least 15+ years of experience in relevant IT services, across a wide range of technologies and customer sectors.

A typical experience profile for this role would include most of the following:

A track record in developing successful propositions for the provision of transformational and operational services for mission-critical environments in major organisations.

Extensive, broad-based expertise across large scale project-based IT design/deploy/migrate type services engagements and also in the area of mission-critical production operations and support. They have proven experience in industry-standard project delivery and service management best practice.

Significant direct experience in services roles with external IT services providers

Broad understanding of typical enterprise applications, IT infrastructures, public and on-premises cloud, including but not limited to Oracle technologies

Significant customer facing presentation and interaction experience in consulting and trusted advisor roles with C-level executives in relation to IT services articulating service and technology solutions in terms of business value and risk.

Extensive industry knowledge and expertise in cloud adoption and cloud services

Experience in IT project and programme management, including major IT transformation, migration and solution deployment projects

IT service management, including managed services/outsourcing

Construction of TCO analyses and pricing for complex service offers

Sales and complex deal negotiation

Architecting, implementing and delivering complex service solutions for large scale, mission critical IT environments

Consulting and trusted-advisor roles to C-level within major customer organisations in relation to IT services

Proven ability to construct and deliver compelling presentations and propositions to C-level and large audiences

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.
Innovation starts with inclusion at Oracle. We are committed to creating a workplace where all kinds of people can be themselves and do their best work. It’s when everyone’s voice is heard and valued, that we are inspired to go beyond what’s been done before. That’s why we need people with diverse backgrounds, beliefs, and abilities to help us create the future, and are proud to be an affirmative-action equal opportunity employer.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
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