Oracle Master Principal Sales Consultant (Business Solution Lead) in Sydney, Australia
Master Principal Sales Consultant (Business Solution Lead)
About Oracle Cloud SaaS Applications
Oracle’s Software as a Service (SaaS) business applications includes Customer Experience (Sales, Marketing, Social & Service) Cloud, HR Cloud, ERP Cloud, EPM Cloud, SCM Cloud, Oracle Internet of Things (IoT) Applications Cloud, Oracle AI/ML Analytics, and Blockchain Cloud offerings.
Oracle APAC Applications business is transforming to become the #1 SaaS provider in the region and offers one of the industry’s most comprehensive portfolios (breadth and depth) with a modern set of best-practice business applications that leverage Oracle’s Platform as a Service (PaaS) and Infrastructure as a Service (IaaS) to deliver business outcomes to our customers.
About APAC Applications Solution Engineering (SE)
To achieve our business goal of being the #1 SaaS provider in the APAC region, the Applications (SaaS) Solution Engineering (SE) mission is as follows:
DELIVER TRANSFORMATIONAL BUSINESS: Identify, Develop, & Win More Transformational Opportunities
INSPIRE CUSTOMERS : A New Benchmark (Best-Practice) Standard for Every Solution Engineering engagement
MAXIMISE EFFICIENCY: An Integrated Solution Engineering eco-system Delivering Highest Quality Services
ENERGIZE OUR CULTURE: A Positive, Continuous-Learning, High-Performance Culture
The Business Solution Lead (BSL) leads consultative engagements with complex enterprise customers, partnering with key stakeholders to create compelling visions while advising and executing on strategies. They serve as hands-on advisors, using strong interpersonal skills, functional and/or technical knowledge, Oracle SaaS product knowledge, industry experience, consulting experience, and knowledge of their client’s business to deliver ROI.
The BSL obtains customer acceptance by understanding and delivering the right strategic vision, and driving the difficult conversations necessary to execute business strategies. They are proficient at analyzing issues and obstacles, weighing options, choosing appropriate courses of action, and measuring and revising strategy based on results. They interact with both technical and functional stakeholders to understand requirements, analyze information, and design comprehensive solutions. They also show a strong understanding of typical business challenges faced by customers and common objectives.
Oracle seeks an agile, high-energy, and passionate individual who can build on past success in developing and implementing new formats of customer engagements, lead boardroom conversations with authority, coach & mentor Sales and Solution Engineering teams on the subject and changing market dynamics, and drive towards the successful outcome of exceeding revenue targets.
We offer you a truly international working environment that is fun, exciting and always challenging.
Provide Solution Engineering (SE) leadership role on large, complex, multi-pillar SaaS sales opportunities by working with the Oracle Sales Teams and Sales Executives, Oracle Pillar SEs, and Customer stake-holders, including at the executive level
Engage with Product Management for solution blue print and status
Engage/ communicate with Pillar-specific solution teams like CX, HCM, ERPM, and PaaS to define overall solution strategy for a customer
Engage with Sales on strategy, such as Customer-to-Cloud approaches business/ IT transformation, and complex hybrid solution architecture
Manage solution pursuit to secure appropriate resources for all qualified opportunities
Provide specific industry expertise, architect the solution, and develop/ execute solution strategies to win opportunities
Present/ demonstrate solutions to high-level clients and industry conference attendees
Build the structures and culture to ensure teams in the region are leveraging their combined strengths to drive success for Oracle and our customers
Design/ leverage and implement programs that result in pipeline necessary to ensure over-achievement of APAC SaaS revenue targets
Coach Sales Teams on effective ways to address competitive traps and objection handling
Act as an acknowledged technical authority within the organization and provide mentoring to less experienced SEs. Act as a leader of large-scale company initiatives. Be viewed by peers as a leader and top contributor and by line management as a key business partner
Required Skills & Experience
15 years’ technical experience in enterprise applications
7 years’ progressive experience in IT consulting
5 years in experience in Cloud, ideally in SaaS acquisition and implementation
Demonstrated experience leading change on complex programs resulting from new digital channels, social and adoption of mobile technologies across business and IT stakeholders
A strong understanding of the Cloud marketplace and Oracle’s Cloud offerings portfolio
Strong understanding of the sale and consumption of cloud services, as well as the role of a Solution Engineer in driving customer and sales success
Knowledge around key industries and domains
Knowledge around areas such as applications integration & customization, native cloud & mobile application development, hybrid cloud setups and variety of existing social platforms
Ability to articulate business value and benefits of variety of end user applications and carry persona based conversations. Credibility at all levels including lines of business and CXOs
Core Solution Engineering / Business Analyst Skills:
Discovery, business process/ use case definition, solution presentation
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
Bachelor degree or equivalent; advanced degree highly desirable
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 Master 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.
Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 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. BA/BS degree or equivalent, advanced degree highly desirable.
Job: Pre Sales
Job Type: Regular Employee Hire