Position Description 

The Sales Architect will be responsible for trusted, long-lasting customer relationships and ensuring customer satisfaction through content driven sales and defining fit for purpose solution for meeting customer's business outcomes.

To achieve this, the opportunity professional has a commanding knowledge of the following:

• Oracle SCM Cloud

You will be responsible for best-in-class customer engagements, defining fit or purpose solution for meeting customer needs and enable the expansion of the Oracle customer base.

Key Responsibilities

• Lead & manage Solution needs for professional services on assigned sales opportunities
• Bring your Oracle Cloud experience to your customer engagements to build credibility and trust
• Craft and estimate a fit-for-purpose solution for winning deals
• Drive the opportunity's solution management aspects for our clients/prospects
• Establish strong, lasting and collaborative relationships with Oracle X-LoB teams to ensure the success of Oracle Consulting ANZ
• Assist in the bid management process for clients/prospects
• Ensure success of each engagement both financially and from a customer satisfaction viewpoint
• Manage sales objections between Oracle and customers to achieve positive outcome

 

Role Requirements 

• You must have a strong track record with 10+ years opportunity management Domain experience, 5+ years with Oracle Cloud with substantial interaction experience with customer executives and decision makers.
• You must have 3+ End to End Implementation experience on Oracle SCM Cloud.
• You must have Product, technology or industry expertise relevant to Oracle Cloud have excellent communication skills and demonstrated ability to develop and maintain relationships at the executive level.

 

Opportunity Skills:

• Innovative thought process & customer-first mindset
• Consistent record of success and career stability are critical
• Services Opportunity experience with the Big 4, Large SI, Vendor or Business Partner is essential
• Demonstrated ability to lead and manage commercial and contractual negotiations
• Display capability of building and maintaining strong relationships with a diverse set of internal and external constituencies including senior level executives, legal, technical, finance, support, opportunity and marketing experts
• Manage opportunity life-cycle by analysing opportunities and presenting compelling views through the deal qualification process, engaging required internal & external resources, preparing deal close plans & tracking deals to closure
• Ability to analyse the opportunity landscape and construct a opportunity strategy 
• Reasonably thorough understanding of customer landscapes in the required subject matter

 

Content Knowledge:

• Has worked in a Implementation role with Oracle SCM Cloud 5+ years
• Industry/solution expertise
• Has strong to excellent understanding of the Oracle SCM Cloud and able to articulate the capabilities and benefits to customers
• Strong knowledge to communicate & discuss business process and SaaS Technology solutions with senior customer stakeholders around backoffice business applications and business applicability of evolving technologies like BlockChain, IoT, ChatBots and Artificial Intelligence / Machine Language
• Knowledge of PaaS for SaaS is required (encompassing Integration, Analytics)
• What works and does not work for Cloud projects

Professional Skills:

• Ability to work within a highly competitive, complex and agile environment
• Perseverance, 'can-do' attitude (i.e. seeking multiple alternatives to 'get the job done' when the initial approach doesn't succeed)
• High levels of energy, creativity and enthusiasm with a desire to work with a winning team
• Problem solver who is curious, passionate about results and highly customer focused.
• Proven ability to operate in a networked environment (matrix-model, multiple reporting/interaction-lines)
• Strong people/communication skills with fluent written and spoken English
• Excellent interpersonal & leadership acumen

As a recognized authority and leading contributor within the practice, this senior-level consulting professional has broad understanding of solutions, industry best practices, multiple business processes or technology designs across multiple product/technology families. Works directly with Consulting sales to analyze customer business needs.

Exercises judgment and business acumen in selecting methods and techniques to design non-routine and complex business solutions utilizing Oracle products and technology to meet customer needs. Influences customer leadership in acceptance of Oracle solutions and services to facilitate the closing of consulting deals. Contributes to statements of work, work breakdown structures and/or level of effort and staff plans. Presents and demonstrates solutions to customers. Builds and maintains a network and up-to-date specific industry or product knowledge. Responsible for transitioning deal knowledge to implementation team. Leads the domain specific solution design aspects of engagement(s) ensuring high quality and integrated business solutions. Anticipates project risks and suggest risk mitigation to project manager. Resolves complex customer issues by recommending solutions. Demonstrates expertise in multiple business processes across two or more product families or ability to architect and design technology solutions encompassing multiple products.

8-10 years of relevant experience including 4 years of consulting experience. Prior team lead or manager experience. Undergraduate degree or equivalent experience. Broad product, technology or industry expertise. Ability to craft and articulate strategic solutions. In-depth knowledge of implementation methodologies and best practices. Knowledge of competitive & partner products, technology and solutions. Ability to travel as needed.