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Job Description
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. As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).
Career Level - IC4
Responsibilities
Languages: Fluent spoken and written English language capability required
Customer facing
Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
Works with multiple customers across all sectors/countries in the CSS MEA region, in collaboration with Oracle CSS and Oracle cross-line-of-business (xLoB) teams
Works on services related opportunities across the entire lifecycle of all Oracle cloud and on-premises products. CSS opportunities typically involve extensive Oracle xLoB collaboration, and require the CSS Service Solution Architect to work within xLoB teams covering Oracle product and services requirements across design, deployment, migration, operations/management and support
Works with the local CSS Sales and xLoB teams to:
Identify, build and win innovative/large scale services opportunities across existing and new Oracle CSS customers
Build and articulate compelling CSS service solutions for each opportunity that address identified customer business needs
Ensure the service requirements, risks and costs associated with each CSS service proposition are fully understood and addressed
Provide subject matter authority input into contract and commercial documentation and negotiation
Assist in closing opportunities in a timely fashion
Assist CSS to achieve its growth targets and critical initiatives
Work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances
RESPONSBILITIES:
To identify, foster and define Oracle CSS services solutions for specific customer opportunities and assist in the sale alongside the local CSS team consisting of sales representative, CSS pre-sales and CSS delivery
Work with the customer, CSS management and the xLoB account teams to:
Understand the customer’s business and IT strategic requirements and identify large scale CSS opportunities to assist the customer achieve its strategic goals
Gather and assess customer needs, both business and technical and translates these into CSS service solutions
Build and lead virtual teams associated with these large scale opportunities
Effectively communicate with customer to CxO level
Build customer loyalty through achieving a trusted advisor relationship
Work proactively to build and demonstrate an effective and extensive network across Oracle xLoBs – be seen, respected and in demand across Oracle as a high value asset and an SME in service solutions
Collaborate effectively internally and externally to ensure effective service solution design and development
Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
Drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
Effectively communicate and articulate the details of the service components in a proposed customer solution
Demonstrate a strong understanding of the services competitive marketplace to anticipate and plan for competitive threats
Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, product management
Work with CSS delivery to ensure a smooth transition from sales to delivery
Navigate Oracle internal tools and processes to effectively participate and enable CSS sales
Produce appropriate and timely opportunity reporting/tracking information for CSS management
Transfers knowledge to other participant roles on the deal, account teams, delivery and across the CSS Service Solution Architect community
About Us
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When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.
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Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
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Disclaimer:
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, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
* Which includes being a United States Affirmative Action Employer