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Oracle Pre-Sales Solutions Director in Quincy, Massachusetts

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.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations is important. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/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.

The primary role of the Pre-Sales Solutions Director is to lead a team of Pre-Sales Solutions Managers supporting the sales team to grow new revenue and retain cloud customers across the NAA Majors business unit.

SCOPE:

Direct Pre-Sales Solution Managers and their teams to successfully engage in all aspects of the sales cycle both in person and virtually

Partner with other Lines of Business (LOBs) in individual opportunities and general cross-line-of-business initiatives

Work with the direct reports to:

  • Ensure flawless execution of sales strategy from solution design, build, messaging and demonstration standpoint

  • Build enablement strategies for SEs and ASMs to develop business acumen and solution knowledge

  • Ensure complete coverage of skills for Majors applications portfolio and cross train where appropriate

  • Contribute to moving our install base customers to the cloud and demand generation

  • Ensure that SEs are proficient in product knowledge, business value, soft skills, competitive knowledge, industry expertise and reference stories

  • Establish Validations/Certifications protocols for team members expanding their product knowledge

  • Ensure hiring best practices are maintained

  • Anticipate, analyze and adapt to changing business environment

Work with the Majors SE Leadership to:

  • Optimize opportunity coverage of the team

  • Build and maintain relationships with executives in our customer and prospect accounts

Work with Development, Shared Services and Executive team to:

  • Continuously improve quality of the direct reports solution outputs

RESPONSIBILITIES:

Partners with the Regional team and the Sales Team to sell Oracle Cloud ERP, EPM, HCM and Supply Chain solutions

Applies consultative selling techniques to advance opportunities

Effectively communicates with customer from technical level to C- level

Effectively communicates and articulates the details of the proposed customer solution.

Establishes the validity of a solution and its components with both short and long-term implications when proposing recommended solutions

Collaborates effectively (internally and externally) with others to ensure effective solution development and design

Works proactively and builds relationships with other lines of business and within our customer base.

Anticipates and plans for competitive threats, customer objections and internal obstacles

Works with delivery to ensure a smooth transition from sales to delivery

Works with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, product management

Opportunity progress reporting/tracking for Business Management.

Ability to navigate internal tools and process providing required assistance to the team.

SKILLS:

Domain expertise:

  • 10 years of relevant IT solution support e.g. pre-sales, architecture, delivery or professional services experience

  • 10 years personnel management experience

  • Proven experience leading LOB Management talent

  • Experience leading regional/industry/architecture teams, appropriate knowledge of methodologies and technology

-Demonstrated experience working in a matrix / multi-level management structure

-Broad understanding of business solutions across entire applications portfolio

General expertise:

  • Demonstrates professional & technical depth and credibility

  • Strong prioritization ability and reporting capability

  • Strong ability to build relationships

  • Excellent communication skills (both in person and virtual)

  • Ability to produce and deliver powerful and persuasive presentations

  • Comfortable presenting to both small and large audiences

  • Resilience and resourcefulness in solving complex problems

  • Outstanding written and oral communication skills (Strong English language skills are essential)

  • Highly organized, self-motivated and able to work with minimal supervision

  • Ability to deal with and manage highly complex situations and environments

  • Hands on Leader

  • Strong team player

  • Strong sales and negotiation skills

  • Strong technical skills

  • Strong communication skills

  • Understanding of the cloud with recent experience selling cloud services

Qualifications

  • 10 years relevant experience

  • Experience solutioning cloud based products/services

  • Recent management experience in an enterprise technology environment

  • Business advisory background very desirable

  • Up to 50% Travel

Job: *Pre Sales

Organization: *Oracle

Title: Pre-Sales Solutions Director

Location: United States

Requisition ID: 20000L28

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