Solution Engineering Senior Manager at Oracle

We are seeking an outstanding leader to evolve and spread high quality standards and expectations for customer centric presales work in our Solution Engineering organization, playing a key role in driving sales growth and win rates across East Africa region.

SCOPE OF THE ROLE:

• Lead East Africa/Kenya Sales Consulting organization covering all organizational sectors and products, consisting of experienced Sales Consultants.
• Develop, recommend and implement a comprehensive Technology &Cloud Services Pre-Sales Consulting & solution engineering strategy in agreement with the Country Leaders.
• Provide persistent personal involvement and engagement with key customers, on strategic deals and as an integral part of the management team.

RESPONSIBILITIES:

• The deployment of an efficient, Sales focused pre-sales solution engineering organization in East Africa Region.
• Ensuring a clear link between revenue generating activities and Sales Consulting engagements enabling the agile and profitable use of resources.
• As part of the Management Team direct and manage Sales Consulting resources throughout the sales cycle.
• Be a contributing member of the Kenya Management Team driving the definition and execution of East Africa business strategy.
• Be able to articulate Solution Engineering activities and how they support the sales outcome
• Promote a culture where continual improvement in efficiency, services, processes, product, and market positioning is expected.
• Thorough understanding of Oracle’s Cloud strategy and how PaaS, DaaS and IaaS interlocks with Private and Public cloud solutions
• Continue the first class working relationship with other Sales teams and organizations ensuring Oracle database and middleware technologies are their product of choice.
• Work with different teams to ensure the required skills and coverage is efficiently employed across XLOB engagements.
• Ensure that the required systems, tools, and processes are in place to support the implementation of operational business plans and goals.
• Monitor and measure the achievement of goals, Sales Consulting Skills and development activities against agreed KPIs and business growth expectations.

KNOWLEDGE AND COMPETENCY REQUIREMENTS:

• Currently managing an organization at Manager level with approx. 10 years of experience in sales/pre-sales functions.
• Comfortable and experienced in leading change and organizational innovation.
• Track record of success and credibility at all levels
• Excellent understanding of Oracle’s go-to-market strategy and cloud value proposition.
• Thorough understanding of solution engineering and customer Value Propositions.
• Prior experience in selling business led solutions.
• Experience of engaging with and influencing Product Development senior executives.
• Demonstrated ability to build and maintain relationships with key stakeholders, both internal and external.
• Strong communication, influencing skills and networking strength
• Demonstrated ability to solve problems successfully in a matrix and complex organization where not all the involved resources are directly reporting to the role.
• Excellent communication skills, possesses ability to establish and maintain exemplary customer and public relations through direct or delegated contacts with individuals and organizations.

Detailed Description and Job Requirements

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 sales cycle.

As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.