The Principal Solution Consultant provides in depth industry expertise to facilitate the sales process in a presales role. With a mastery of the utility industry and utility customer solutions, this person engages closely with industry clients, creates and presents solution demonstrations, supports deal positioning, and industry partners. The ideal candidate will partner with sales executives to execute a comprehensive strategy for key deals by drawing on their sales acumen, superior communications skills, and proven ability to lead cross-functional teams. They will work with sales executives to engage with prospects, existing clients and industry partners to create valuable relationships to drive the sales process. They will prepare and deliver compelling presentations, and they can sense the needs of their audience and adapt their message accordingly. The sales consultant works closely with colleagues across the company to drive complex deals to a successful close.

 

In this role, you will…

• Become an expert in Oracle Utilities Customer Solutions current and future products and service offerings
• Engage with your clients. Guide them towards sharing not just their ideas for solutions but their underlying business challenges and priorities. Facilitate workshops to identify client business needs
• Craft solutions from the Oracle applications that meet your customers business issues and future plans
• Build a trusted advisor relationship with Oracle customers and partners by providing solutions to their business issues and industry challenges
• Enable the sales team to pitch the right solution for the customer.
• Prepare and deliver impactful demonstrations of the Oracle solutions that show the value of the Oracle in an easily understandable manner
• Work on large complex sales opportunities that need creative and sophisticated solutions
• Assist in training the sales team and partners on how to sell what’s coming next and collaborate with your presales team on how best to configure and demonstrate how the new products & features support the industry
• Work with sales executives and assist defining sales strategy and project plans for high-value, strategically important deals

 

More about you

• Have a BA/BS or higher, preferably business-related degree
• Have 6+ years presales, software training, or management consulting experience
• Have utility industry experience with experience in Meter to Cash processes or Customer Solutions
• You have strong verbal communication skills and are comfortable presenting to both technical, business and executive audiences
• Must have experience successfully demonstrating enterprise applications to large audiences
• Need to have the ability and experience in translating client issues into effective and achievable solutions
• Can present crisply and articulate client-focused outcomes and successfully deal with objections
• Superb written communications skills, including slide development and document authoring
• Need to have the ability to confidently persuade others through meaningful presentations, demonstrations, and written communication
• Need to have the ability to manage presales projects, keep details from getting lost, and be accountable within a team
• Need to be able to collaboratively work in a team-focused environment as well as work on your own
• Must be able to work from a home office environment
• Must have ability to travel on a regular basis, including possible international travel

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.