Oracle Advanced Customer Services – Services Solutions Architect (Presales) at Oracle

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 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

RESPONSBILITIES:

• To identify, foster and define Oracle ACS services solutions for specific customer opportunities and assist in the sale alongside the ACS sales representative
• Work with the customer, ACS management and the xLoB account teams to:
  • Understand the customer’s business and IT strategic requirements and identify large scale ACS opportunities to assist the customer achieve its strategic goals
  • Gather and assess customer needs, both business and technical and translates these into ACS service solutions
  • Build and lead virtual teams associated with these large scale opportunities
• Effectively communicate with customers to be able to articulate both the high level principles and detail of all service components in a proposed customer solution
• Build customer loyalty through achieving a trusted advisor relationship
• Work proactively to build and leverage an effective and extensive network across Oracle xLoBs – be seen, respected and in demand across Oracle as a high value asset and an SME in service solutions
• Collaborate effectively internally and externally to ensure effective service solution design and development
• Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
• Drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
• Demonstrate a strong understanding of the IT services competitive marketplace
• Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, commercial, product management
• Work with ACS delivery throughout the sales cycle to ensure a smooth transition from sales to delivery
• Navigate Oracle internal tools and processes to effectively participate and enable ACS sales
• Transfers knowledge to other participant roles on the deal, account teams, delivery and across the ACS Service Solution Architect community