Principal Sales Consultant (HCM)

The Sales Consultant (aka Solution Consultant) works with the Account Sales Reps on developing new and existing business across the Oracle Cloud HCM product lines and works in a consultative manner to understand customer needs and map them to the Oracle Cloud HCM solutions. This client-facing role works with all levels of customer organisations, tailoring the messaging to various stakeholders, including C-level decision makers. 

In addition, the Sales Consultant provides direction and specialist knowledge in helping organisations achieve greater efficiency as well as helping to solve organisational problems in the Human Capital Management (HCM) space. The Sales Consultant must understand the competitive landscape and be able to articulate the value and benefits of the Oracle Cloud HCM solution through discussions, presentations and demonstrations to customers and prospects. 
 

The Principal Sales Consultant will be required to\:

• Drive thought leadership for customers and prospects, with a focus on HCM, in large and/or complex opportunities. 
• Lead pre-sales engagements with customers or prospects and develop solutions to organisational problems
• Deliver value through understanding the client’s processes and recommend solutions within the HCM suite, illustrated through whiteboarding, presentations and demonstrations. 
• Review operating processes, advising of departures from industry best practices. 
• Be a leading contributor, individually and as a team member, providing direction and mentoring to others

Skills and Experience

• A degree or advanced degree is desirable, however relevant experience in the HCM domain will be considered. 
• 5 years commercial experience with SaaS related products and applications is preferred.
• Thorough knowledge of HR systems and applications. 
• In depth knowledge of competitors in the HCM space.
• Demonstrated excellent verbal and written communication skills, ability to conduct needs analysis sessions, ability to position the most applicable solutions, providing a solid business justification and handling any objections effectively.  
• Ability to persuade others through presentations, demonstrations, and written communication. 
• Ability to travel as needed.

!|!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.!|!