NetSuite Industry Solution Advisor, EMEA

 

Applicants are required to read, write, and speak the following languages: English 

Locations: London, Reading, Málaga, Dubai, Stockholm, Berlin, Utrecht, Paris

 

Summary:

We are looking for an Industry specialist to provide vertical industry and/or product expertise to the NetSuite sales team.

In this role you will collaborate among teams within and peripheral to the NetSuite organization, including sales leadership, AMO and Direct sales, solution consulting, marketing, enablement, and partners, to develop industry and/or product specific content and strategies for generating opportunities, building pipeline, winning business, and improving the sales team’s effectiveness. You will be responsible for developing industry forecasts, helping identify market opportunities, and supporting the development of content (presentations, collateral, videos, demos, etc.) that effectively conveys the value of NetSuite’s capabilities in target verticals.

This will be an opportunity to get engaged in sales cycle strategy, customer presentations, marketing initiative and go-to-market (GTM) delivery as well as participating in industry/product functions, seminars, and round tables to remain up to date on industry and product knowledge. You will be expected to perform an Industry call quarterly to the sales org, updating them with latest trends and analysis for your specific industry.

Our team culture is centred around embracing growth mindset, inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we drive innovation and redefine how NetSuite engages with key market segments.

 

Responsibilities:

• Partner with Sales and Solution Consulting to build and deliver industry/solution presentations during sales engagements. Participation may include customer facing presentations and meetings or behind the scenes strategic planning and education.
• Assist in the development and maintenance of industry specific customer facing assets (logo/win slides, industry value prop, industry/solution-fit)
• Support in the development and maintenance of go-to-market documentation (packaging & positioning) for respective industry/solution (e.g., playbooks, problem-solution fit)
• Collaborate in developing standardised industry qualification questions for use by the Sales and Solution Consulting organisations
• Create demo recordings and videos (internal and external) for respective industry/solution
• Work with marketing on industry specific content
• Deliver industry strategy presentations for key customer events (tradeshows, webinars, etc.)
• Collaborate with Sales, Solution Consulting, and BDR Enablement teams on industry/solution specific content
• Provide quarterly industry updates to Sales and Solution Consulting
• Collaborate with third-party partners to help shape industry/solution strategy (playbooks)
• Attend CAB & Go-to-Market advisory meetings to collaborate with SuiteSuccess, Product Management, and Demo Excellence to ensure consistent messaging for your respective segment
• Provide input to Sales on key themes from New Releases as they relate to your segment
• Identify product gaps and help to solve said gaps with partners or collaborate with the product team for future development
• Mentor/coach team members across the organisation
• Generate communication like newsletters
• Research industry related topics, trends, and provide analysis and recommendations

Qualifications

• A minimum of 5 or more years of overall experience in relevant industry and/or marketing/selling to the relevant industry
• Management experience preferred but not required
• Self-motivated individual
• Strong problem-solving skills
• Experience with enterprise business applications or ERP software required (e.g., SAP, Workday, Oracle, Intacct, Sage, Epicor, Microsoft, Acumatica, etc.)
• Strong knowledge of market solutions for relevant industry and cloud trends
• Strong presentation & product demonstration skills
• Proven ability to bring teams together and collaborate across organisations
• Demonstrated ability to establish a winning go to market (GTM) industry strategy
• Proven ability to establish Trusted Advisor relationships with C-Level Executives (executive presence)
• Excellent Communicator / Accomplished Public Speaker

 

Detailed Description and Job Requirements

 

Overlay sales personnel providing specialist product expertise to the sales force.

 

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives’ territory. Interacts with sales team to architect the solution and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

 

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 specialisation. 8 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans’ status, age, or any other characteristic protected by law.
 

 

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.

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).