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Oracle Pre-Sales Cloud Architect | Principal Sales Consultant in Indianapolis, Indiana

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.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.

Principal Sales Consultant / Pre-Sales Cloud Architect – Oracle Utilities Global Business Unit

US REMOTE BASED ROLE – this role can be based anywhere in the US and could require up to 50% domestic travel.

The Principal Sales Consultant or Pre-Sales Cloud Architect provides industry expertise and credibility to the sales cycle. With a mastery of customer engagement and Oracle Customer Cloud Solutions this person supports solution development and solution demos with clients, business case development and deal positioning. The ideal candidate will partner with sales executives to execute a comprehensive strategy for key deals. This person will prepare and deliver compelling presentations and engage with customers effectively. This person will work closely with colleagues across the company to drive complex deals to a successful close and develop processes that increase selling repeatability and scalability. Sales Consultants / Pre-Sales Architects will work at the intersection of product, marketing, sales, and delivery - where big promises become real technology deliverables for the utility industry. You have an opportunity to make a broad impact on how millions of people behave as energy consumers and how clients manage their operations and deliver for their clients.

In this role, you will…

  • In partnership with the sales team, formulate and execute a technical sales strategy to exceed revenue objectives through the adoption of Oracle Technology and Oracle Cloud deployments.

  • As a trusted customer advocate, you will help customers understand best practices around advanced on-premises and, cloud-based solutions, and how to migrate existing workloads to these solutions.

  • Work with top customers to help shape and execute a strategy to develop their next generation solutions on Oracle Technology.

  • Educate customers of all sizes on the value proposition of Oracle and participate in deep architectural discussions to ensure solutions are designed for successful deployment in the cloud or on-premise as needed.

  • Conduct training sessions to transfer knowledge to customers considering or already using Oracle Technology.

  • Listen to our clients and guide them towards sharing not just their ideas for solutions but their underlying business challenges and priorities. Facilitate workshops to identify client business needs.

  • Enjoy creating and delivering compelling presentations, product demos, sample solutions, and discussions to drive adoption of Oracle Technology.

  • Persuade others through presentations, demonstrations, and written communication.

  • Train our sales team 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.

  • Leverage frameworks and messaging developed by Marketing to develop opportunity-specific business cases, guide deal “marketing” and provide RFI/RFP input, prepare presentation materials for key client meetings.

  • Manage complex sales activities including the managing of selected proposals / responses.

  • Orchestrate final meeting presentations, including the development of exemplary client-facing sales content and conducting business-focused product demonstrations that “wow” our clients.

  • Become an expert in Oracle Utilities Customer Cloud Solutions current and future products and service offerings.

  • Must have ability to travel up to 50% of time, including possible international travel.

  • Qualifications *

  • Have a BA/BS degree or equivilant work experience

  • Have 7 years of management consulting, presales or sales experience.

  • Cloud Security Certification Highly Preferred

  • Have strong verbal communication skills and are comfortable presenting to both technical, business and executive audiences.

  • Have strong written communications skills, including slide development and document authoring.

  • Have demonstrated capabilities in management consulting type activities, for example; 1) ability and experience in translating client issues into effective and achievable client solutions; 2) ability to facilitate fact-finding and active problem-solving workshops; and 3) ability to present crisply and articulate client-focused outcomes on your feet / objection handling.

  • Know how to manage projects, keep details from getting lost, and be accountable within a team.

  • Thrive in fast-paced, informal, team-focused environments where constant change is the norm and the bar for quality is set high.

Desired Qualifications

  • Oracle Cloud (OCI)

  • Utilities Meter to Cash processes or Customer Service experience.

  • Designer or Functional Architect experience with the Oracle Utilities Application Framework (OUAF).

Experience with Oracle Customer Care & Billing or Meter Data Management solutions preferred

Job: *Pre Sales

Organization: *Oracle

Title: Pre-Sales Cloud Architect | Principal Sales Consultant

Location: United States

Requisition ID: 20000WMZ

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