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POSITION |
Principal Sales Consultant |
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LINE OF BUSINESS |
Sales Consulting |
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REPORTS TO (Job Title Only) |
Applications Sales Consulting Manager, Singapore |
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DIRECT REPORTS TO THIS ROLE |
N/A |
KEY OBJECTIVE
Responsible for managing all ORACLE HCM opportunities in Indonesia.
Work with the account managers to manage ORACLE HCM opportunities, including responding to RFIs and RFPs, presentations, and solutioning. Support the licence account reps and partners in managing ORACLE HCM opportunities. Participate in business development activities, e.g., industry events, marketing events, etc
SPECIFIC RESPONSIBILITIES
As ORACLE HCM Sales consultant, this role is responsible for the following \:
· Drive the Indonesia ORACLE HCM opportunities through \:
o Supporting the business plans together with the Applications GM and Sales Managers
o Supporting and managing opportunities and account plans, battle plans, etc.
o Participating in business development, demand generation and marketing activities
o Providing presales technical / functional support to prospective clients and customers, with minimal supervision
· Managing Partners and Relationships
o Identifying the appropriate partners for assisting in responding to RFIs and RFPs
o Partner enablement and training
· Opportunity and Sales Management \:
· Develop and deliver high quality standard Oracle presentations and demonstrations.
· Ability to handle objections and questions
· Understanding of competitive landscape and how to address these in opportunities
· Demonstration of the Oracle value and using these effectively in competitive situations
· Present and articulate advanced product features, business value, 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.
· Manage the RFP process, including responses, POC and presentations, etc.
· Ability to leverage cross-LOB Oracle resources to achieve results
RELEVANT EXPERIENCE and TRAINING
· A minimum of 7 years working experience in solutioning ORACLE HCM solutions
· Optionally, some knowledge of Oracle edge product
· Extensive understanding of the business environment in Indonesia.
· At least a Bachelor’s degree in a relevant program
· Significant experience in responding to proposals, providing solutions, etc.
· An understanding of sales management functions (e.g., account planning, opportunity planning and forecasting)
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.!|!
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