description

 

New opportunities exist to join the Oracle Consulting sales team. 
The role is focused on proactively generating business within the Dutch Central Government Institutions, in order to win new Oracle Consulting business, and manage ongoing client relationships in order to maximize consulting revenues. An ability to develop broad, strategic relationships, supporting growth of the Oracle spend in those customers and driving profitable consulting business is key to this role. 

Oracle Consulting’s role is to help our present and future customers realize the value of their investment in Oracle solutions. Oracle’s aggressive acquisition strategy means the breadth of products that consulting needs to support requires a sales person who can articulate our value in varied scenarios and build a virtual team of experts to address any opportunity. 

Reporting to the Consulting Sales Director (CSD) in the Netherlands, a high-caliber candidate is sought to represent Oracle Consulting in this important area. The chosen candidate will need to work at a senior level across 3 fronts\: 

1. Internally – with the cross Line of  Business sales teams; 
2. Externally – with NL-customers – establishing and developing relationships with key customer contacts; 
3. Externally – with partners/systems integrators – working alongside major SIs and partners

It will be important for the individual to be a team player, working closely with all Oracle lines of business, positioning value-added consulting services, supporting and defining the strategy within the different institutions of the Dutch Central Government. 

 

Desired Skills and Experience

RESPONSIBILITIES\:

·         Proactive identification, qualification and maximization of consulting opportunities within the defined territory

·         Strong sales ability, influencing and value based selling capability, identification of the appropriate Oracle Consulting Value Proposition and interpretation

·         Generating proposals either as part of a license led opportunity or proactively for consulting services

·         Acting as an ambassador for Oracle Consulting towards the customer

·         Working closely with the CSD contributing to the go to market strategy
Generating, communicating and delivering the necessary sales documentation i.e. account plans, close plans and qualification plans

·         Managing the bid process for consulting sales proposals

·         Accurately forecasting against plans and targets

·         Developing and maintaining relationships with key decision makers within the defined territory

·         Working closely with the Consulting Delivery teams to ensure successful implementations

·         Acting as a point of escalation and resolution for unresolved client issues

 

 

ACCOUNTABILITIES\:

·         Develop value-add consulting propositions with input from all relevant expertise in compliance with Oracle standards

·         Present proposals and manage them through the internal and customer’s approval process

·         Maintain accurate records of all sales activities and key contacts in the account(s)

·         Represent Oracle Consulting, related to the consulting business within the European Institutions

·         Produce regular and accurate forecasts as requested by the consulting sales director

·         Obtain appropriate management approval for proposals

·         Ensure the contracts are legally compliant and commercially viable

·         Hand over responsibility for delivery to Consulting Delivery management and monitor the delivery progress

·         Feedback on consultants performance to Consulting Delivery management

·         Maintain a breadth of knowledge of Oracle’s products and services

·         Create and communicate reference sites in line with Oracle’s business processes and procedures

 

SKILLS / EXPERIENCE\:

·         Minimum 3-5 years previous experience in the IT industry as a consultant

·         EU citizen, holding a European passport

·         Based near the Randstad and willingness to travel to other location in the Netherlands

·         Fluent in English and Native Dutch.

!|!Responsible for sales of Oracle consulting services.

Responsible for selling a sub-set of Consulting solutions and services, typically within a larger proposition. Actively maintaining a depth of solution knowledge in the designated product areas to assist in the selling of delivery services. Understand the needs and challenges of the customer and then link them to a set of solutions provided by Oracle. Role is focused primarily by proposition. Has focused expertise and domain knowledge in the area of the proposition and rapidly utilizes best practices to enable the focus on one proposition. Has responsibility for generating bookings in the area of the proposition. Orchestrate various stakeholders, internal and external around solution sales cycle. Responsible for owning part of and driving a sales cycle considering related Customer Success.

2-5 years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop strong business relationships with customers so they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings. Able to generate consulting services and nurture and close the transaction. Duties and tasks are standard with some variation. Completes own role largely independently within defined policies and procedures. Bachelors degree preferred.

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).!|!