Principal Sales Consultant

Principal Sales Consultant

10-13 years
Not Specified

Job Description

Preferred Qualifications

About Oracle Cloud SaaS Applications
Oracle&rsquos Software as a Service (SaaS) business applications includes Customer Experience (Sales, Marketing, Social & Service) Cloud, HR Cloud, ERP Cloud, EPM Cloud, SCM Cloud, Oracle Internet of Things (IoT) Applications Cloud, Oracle AI/ML Analytics, and Blockchain Cloud offerings.
Oracle APAC Applications business is transforming to become the #1 SaaS provider in the region and offers one of the industry&rsquos most comprehensive portfolios (breadth and depth) with a modern set of best-practice business applications that leverage Oracle&rsquos Platform as a Service (PaaS) and Infrastructure as a Service (IaaS) to deliver business outcomes to our customers.
About APAC Applications Solution Engineering (SE)
To achieve our business goal of being the #1 SaaS provider in the APAC region, the Applications (SaaS) Solution Engineering (SE) mission is as follows:

  • DELIVER TRANSFORMATIONAL BUSINESS: Identify, Develop, & Win More Transformational Opportunities

  • INSPIRE CUSTOMERS: A New Benchmark (Best-Practice) Standard for Every Solution Engineering engagement

  • MAXIMISE EFFICIENCY: An Integrated Solution Engineering eco-system Delivering Highest Quality Services

  • ENERGIZE OUR CULTURE: A Positive, Continuous-Learning, High-Performance Culture

Job Overview
The Solution Engineer participates in sales cycles as a key member of the account team in support of the sales strategy and interacts with prospective customers through executive meetings, discovery conversations, solution demonstrations, executive presentations and follow-up discussions identifying value drivers and mapping these to technology-based solutions to generate meaningful value and positive business outcomes for our customers throughout their journey.
This role combines the requirements of a Solution Engineer, in case of a single point-solution sales cycle, together with those of a Solution Architect, in case of multiple Oracle solutions that are being positioned. As a Solution Engineer, you will often be orchestrating with colleagues from other knowledge/functional disciplines including Oracle Insight, Product Management Consulting Services / Implementation Partners etc. in a multi-functional team.
The Solution Engineer possesses advanced/expert level knowledge of Oracle ERP & SCM Solution and is skilled at orchestrating a discussion across multiple levels of a prospect organization.
The Solution Engineer possesses advanced/expert level knowledge of Industry Operations and Enterprise Application Landscapes and the capabilities Oracle Fusion application portfolio focused on our target industries.
Job Responsibilities
Deal Support
a) As Solution Engineer

  • Demonstrate advanced knowledge of Oracle ERP solutions to maintain credibility with prospective customers. Provide proof points with relevant customer stories.

  • Prior to a demonstration or key presentation, join the sales teams to conduct discovery sessions with representatives from the prospective customer. Discussions with key stakeholders to identify and understand current business processes which will determine the value drivers and solution enablers for the presentation.

  • Prepare for demonstrations: configure the demonstrations to meet the specific needs of prospective customers ensuring delivery of a simple, appealing, and compelling presentation reinforcing the business value of Oracle Fusion solutions.

  • Contribute to RFx responses.

  • Stay up to date with the latest solution features and product roadmaps.

b) Additional as Industry Solution Architect:

  • Deliver inspiring and engaging presentations covering all aspects of Oracle ERP & SCM capabilities.

  • Orchestrating with other members of a Deal/Bid team across the organization.

  • Stay up to date with the latest Oracle Solutions as well as industry trends. Maintain a close understanding and appreciation of competitive solutions.

Help Enhance Demand Generation

  • Collaborate with sales, business development and marketing teams to participate in various one-to-many lead generating activities.

  • Provide relevant Solution Engineering support in marketing events/conferences, including presenting at events for the solution, developing reference customers, competitive positioning and analysis

  • Contribute to territory strategy planning with the sales team to identify whitespace opportunities

Sales Readiness

  • Collaborate with sales teams to plan account strategies through participation in informal and formal account reviews.

  • Develop close relationships with sales teams in order to promote effective sales methodologies and the introduction of new products

  • Participate in new product release input and testing and training of peers

  • Serve as a champion for assigned industry-based product functionality and provide knowledge transfer to colleagues as needed.

Required Skills & Experience

  • The ideal candidate will possess a bachelor&rsquos degree (or equivalent) in Finance, Supply Chain Management or other relevant disciplines.

  • 10+ years of Experience in positioning ERP Solutions in Products Based Industries ( CPG, Retail, Distribution, 3PL etc.) and awareness of one or more of the following SCM Processes: Procure to Pay, Source to Settle, Order to Cash, Innovate to Commercialize, Plan to Produce, Maintenance, Logistics.

  • Deep Knowledge of one or more of the following Industries: Manufacturing, Retail, Consumer Goods, Wholesale Distribution, 3rd Party Logistics

  • Awareness of Emerging Technologies (Internet of Things, Blockchain, AI/ML etc.) and their usage in the area of Supply Chain

  • Experience in Physical & Financial supply chain operations and concepts is a must

  • Good leadership and mentoring skills will be required to help contribute to account/opportunity strategies.

  • Experience of the Oracle Fusion ERP & SCM Applications may be an advantage, although experience of similar ERP & SCM solutions will also be considered.

  • Knowledge of positioning and selling Cloud-based solutions.

  • Proven experience of Solution Engineering/Solution Consulting, although relevant product knowledge from an implementation or project related perspective will be considered.

  • Expert knowledge on end-to-end process analysis and solution alignment

  • Outstanding presentation and communication skills

  • Fluency in Local Language & English Both verbal and written

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 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.

About Oracle

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