Client Solution Executive
OracleDE-DE,Germany-MÜNCHEN","DE-DE,Germany-Frankfurt","DE-DE,Germany-Potsdam","DE-DE,Germany-Hamburg","DE-DE,Germany-DuesseldorfUpdate time: January 1,1
Job Description
EMEA Consulting Overview
Our mission is to act as a strategic engine for Oracle’s Cloud growth and to maximize the economic benefits and competitive advantage our clients realize with Oracle Cloud solutions. We deliver Oracle Cloud solutions with speed, efficiency and predictability based on our vast experience of more than 2.200 successful Cloud implementations in EMEA. Over 7,000 consultants are passionately dedicated to ensuring Oracle Cloud success through our unparalleled experience and extensive global network. The One Oracle approach helps our clients to reduce risk and maximize their return on investment. We look at our clients’ business holistically to ensure business outcomes and empower continuous innovation. This requires a new way of thinking and significant change from traditional “expert-based” and “paid-for effort” business culture to modern “asset-based” and “paid-for-outcome” principles. Would you be interested to join us on this exciting journey?
Job Requirements\:
The primary job duty is to sell Consulting service engagements for our full Cloud solution portfolio to prospects and existing clients. We are seeking an emphatic and passionate Sales Professional with in-depth experience in services-led sales processes and with a passion for cloud architectures. In close collaboration with Solution Architects and License Sales Teams you will drive the sales cycle at our top prospects with passion and enthusiasm. This role is perfect for someone inherently curious. A person who is willing to take ownership, can lead complex sales cycles and establishes professional relationships based on trust and competence to key decision makers. Also, knowledge around innovational topics such as IoT, Robotic, Process Automation, Machine Learning and Artificial Intelligence are areas of interest, combined with a strong attitude for advanced value-selling.
Ideal Profile\:
• Master degree or equivalent and/or at least 5 years of Cloud sales experience
• Successful sales track record in selling cloud solution or related consulting services
• Ability to penetrate accounts, establish trustful relationships with senior stakeholders within target accounts
• Personality and proper attitude to interact with decision-makers
• Team player with strong interpersonal communication skills
• Excellent negotiating and closing skills with prospects/customers
• A good level of creativity and out-of-the-box thinking is prerequisite for creating new Cloud opportunities
• Willingness to travel on a regular basis
Primary Responsibilities\:
• Managing sales cycles end to end
• Understand the Oracle Cloud Strategy and our Cloud Solution Portfolio
• Establish and maintain actively internal and external relationships to key stakeholders
• Generate, develop and close new business
• Meet or exceed quarterly and annual revenue targets
• Account strategy and planning within the assigned territory
• Allocation, coordination and management of resources
• Develop solution proposals encompassing all aspects of transformation projects
• Participate in the development, presentation and sales of a value proposition
• Negotiate pricing and contractual agreement to close the sale
Additional Details\:
• Work closely with prospects and clients to understand their business objectives and create the most appropriate solution to meet their needs
• Work with our wider Application and Technology Sales team to prospect new accounts and develop relationships efficiently
• Create and manage territory and account plans
• Providing direction and mentoring to others
Skills & Experience Required\:
• Ability to offer unique perspective by reframing and challenging the way customers view their business
• Know how to structure a sales pitch to highlight customer benefits before supplier strengths
• Adopt at driving two-way communication by clearly articulating value proposition and addressing client pain points
• Can quickly develop a deep knowledge of client business and discuss issues from multiple angles
• You keenly track economic and industry activity and understand its implications on client business
• You know how to develop client advocates who sell and build consensus
• You understand the decision-making process and can influence key decision makers
• Experience selling high end software solutions or consulting services to enterprise and midmarket companies
• Experience leveraging social media to drive contacts, leads and opportunities
• Fluency in German and a good level of English is mandatory
Hiring Location\: Berlin / Düsseldorf / Frankfurt / Hamburg / München
Demonstrates the credibility of Oracle's solutions, at all levels, but with a particular focus on board members and other key decision makers in the customers* organization. Understands the needs and pains of the customer and is able to link them to a set of solutions provided by Oracle. Can provide solution demos and presentations. Provides detailed expertise in creating technical and solution solutions for specified needs and for creating cross-solution solutions where needed. Can take a senior role on account, solution or industry teams, where necessary. Can participate in strategic account planning, and can do this for major accounts where significant knowledge of a solution set, including competitive offerings, solutions enabled by the solutions, case studies of implementations, links to development teams and information on future solution development.
Attend customer meetings with Sales to understand customer needs. Bring customers up to date with Oracle's solution offering and Value Propositions. Design and deliver customer demonstrations to articulate, update and evangelize Oracle based technical solutions. Contribute technical solution information in response to Invitations To Tender (ITT) and Requests For Information (RFIs). Run seminars and workshops for Partner organizations as needed. Create, present and deliver meetings/presentations/seminars and events as needed. Engage with Solution teams to maintain solution knowledge. Represent Oracle at marketing events as needed. Act as a technical solution contact for customers in the designated area. Recognize and communicate opportunities to up-sell based on solutions insight. Update Presales team (etc) in solution and technical knowledge. Understand the local competitive landscape from solution area point of view. Actively develop solution expertise - attend adequate technical training, read White Papers, research using the Internet. Contribute and support of the delivery of GTMI*s. Participate and contribute to PC community work and cross LOB cooperation.
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).!|!
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