A Solution Manager (Senior Sales Consultant) provides pre-sales solution support and works in collaboration with Advanced Customer Services Sales, License Sales, and Oracle Consulting in selling the offerings included in the Oracle's Advanced Customer Services 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 & License Account Managers by conducting discovery sessions, building solutions leveraging Oracle's Cloud Services service 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
Advanced consultative sales presentation and positioning skills
Advanced oral / written technical and interpersonal communication skills
Strong analytical problem solving skills
Ability to interact effectively with other technical and non-technical individuals and different levels internally and externally.
Results-oriented, focused and independent
Ability to prioritize / manage multiple tasks and meet deadlines
Excellent organizational skills
In-depth knowledge of application architecture and / or functional capabilities of at least one of Oracle's EBS, PeopleSoft, Hyperion, JD Edwards or Siebel product lines as well as a solid foundation in Application Server and Database concepts
Demonstrated understanding of the value chain concept
Knowledge of networking, backup and recovery, change management, and industry standards such as ITIL for enterprise application
Familiarity with various delivery and commercial models from Oracle and other vendors for application management services, managed services, and Software as a Service (SaaS)
Detailed Description and Job Requirements
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 Senior Sales Consultant you will be responsible for providing presales technical / functional support to prospective clients and customers while ensuring customer satisfaction with minimal supervision.
Acts as a technical resource for less experienced Sales Consultants. Develop and deliver high quality standard Oracle presentations and demonstrations.
Present and articulate advanced product features and benefits, product future direction and overall Oracle solutions. Design, validate, and present Oracle software solutions to include advanced product concepts, future direction, and 3rd party complimentary products.
Develop and manage reference sites through high quality technical, professional client relationships.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years vendor (sales and marketing) experience.
5 years relevant computer applications or database / tools. Demonstrated proficiency in one multi-user operating system.
Through knowledge of system and application design. Strong verbal and written communication skills : needs analysis, positioning, business justification, closing techniques.
Demonstrated ability to solve complex technical problems with accounts in complex technical environments. Ability to travel as needed.
BS degree or equivalent; advanced degree desirable.