About the role

This is a senior individual contributor regional position who will report into Oracle's Advanced Customer Service (ACS) organisation, which consists of diverse, highly-skilled, specialized customer service professionals with experiences in managed services, programme and project management, quality assurance, solution design, among others. 

 

Responsibilities

• Attend meetings with potential customers to determine technical and business requirements and ensure that all necessary information is collated prior to producing a solution
• Create solutions around services related to Oracle products including cloud technologies
• Provide technical solutions in a professional manner and to agreed timeframes
• Create and confidently deliver technical presentations internally and externally
• Make presentations to C-Level executives on Oracle services, key benefits and differentiators
• Work with the sales team to determine solutions to customers’ challenges and supporting the sales team to present proposals to customers.
• Conduct Sales enablement sessions on Oracle products and services
• Work with Product Management to feedback on issues with current services and provide input around new services
• Build productive relationships internally and externally, fostering teamwork by keeping colleagues updated on activities
• Build relationships with customers and proactively seek new sales opportunities by developing new relationships with prospective customers.
• Able to understand business drivers and risks involved to the customer and to Oracle
• Sell technical solutions to the customer with professionalism and enthusiasm
• Provide accurate and timely management information, to include - activity reports, bid reviews, project forecasts, KPI’s
• To structure and produce compelling sales proposals and technical documentation outlining the service differentiation, business benefits to Oracle’s customers
• Ability to demonstrate solutions related to Oracle products and technologies effectively to audiences of varied technical knowledge

 

Requirements

• Bachelor's degree with minimum 15 years' experience working in IT services organisation as a solution architect with Oracle technologies know-how
• Extensive experience working in an IT services organization and good knowledge of ITIL processes; project management experience will be an added advantage
• Strong client facing experience with the willingness to travel within ASEAN when feasible
• In-depth knowledge of Oracle products (database, middleware, security, applications) and cloud technologies
• Experience working on complex solutions related to managed services and good knowledge of ITIL processes
• Ability to showcase and discuss a range of Customer solution designs internally within Oracle and externally to customers
• Experience gathering customer requirements, solution building and the ability to replicate solutions across customers
• Ability to write detailed services scope statement, perform effort estimation and created customer proposals
• Ability to present solutions to customer’s IT and Business teams
• Ability to articulate unique value proposition and business benefits of solutions to customers
• Ability to work in a fast paced environment and prioritise work accordingly

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.