Principal Sales Consultant

Job description

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.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

Desired profile

Qualifications :

Presales Consultant, ISV/OEM Alliances and Channels EMEA
Bucharest, Romania

Base location: Bucharest, Romania
Territory: BeNeLux
Travel: 10-20%

The Mission…

Your mission is to work with Oracle's largest ISV partners to move their IP to Oracle Public Cloud and to develop their next generation SaaS offerings on the Oracle Public Cloud. You will work with sales team, internal Oracle Cloud offering teams, including Product Management and Development Team.
For this mission, we are looking for an outstanding Presales Consultant for our ISV/OEM Alliances and Channels line of business. This is a customer facing role supporting our account teams to develop innovate, compelling Cloud Native solutions based on Oracle's Cloud and to work with our ISVs to migrate their application to Oracle Cloud.

In order to described more this role, the Sales Consultant (Presales) need to successfully engage, position and secure the technical selection of Oracle's on premise and cloud solutions. The Sales Consultant is expected to work closely with the sales and product teams, own the solution opportunity from a technical perspective, engage continually with partners and drive the opportunity to sales closure. In doing this, the Sales Consultant would build a trusted advisor relationship with key partners executives, evaluation team members and decision makers.

Department Description:

The Worldwide ISV Sales Consultant team is supporting ISV & OEM partner business within Oracle. This organization is focusing ISV & OEM partners that integrate/embed Oracle technologies into their products, applications & solutions deployed in the cloud and/or on premise at customer, partner or Oracle locations.

Responsibilities:
• In partnership with the sales teams, formulate and execute a strategy to migrate ISV applications from on-premise or cloud deployments to OPC services.
• As a trusted customer advocate, you will help ISVs understand best practices around advanced cloud-based solutions, and how to migrate existing production workloads to the cloud.
• Develop an enablement plan to transfer knowledge to ISV on best practices to install, configure and manage OPC services.
• Develop a deep expertise in the Oracle Cloud technology offerings as well as broad know-how around how applications and services are constructed using the Oracle Cloud platform.
• Help lead and generate excitement and usage of Oracle Public Cloud services across various ISV partners segments.
• Passion: Working with top ISV partners: educating, training, designing, and building cloud computing systems for some of the largest and most important organizations in the world.
• Educating customers and Partner Organisations in Oracle Product offering and Value Propositions in the designated product and Cloud Services areas
• Represent Oracle at marketing events and customer events as required.

Key Requirements:
• Hands on experience on AWS, Azure or Oracle Cloud infrastructure and PaaS services
• Technical Account Management (TAM) experience. Ability to network with senior level technical executives.
• Knowledge of key Oracle Technologies like Database, RAC, DataGuard, WebLogic, SOA, BPEL and also integration technologies.
• Define Architectures and Solution Proposals translating customer requirements and IT Strategies into deliverable solutions and transformation plans focused on enabling our ISVs to run Production workloads on Oracle Cloud
• Good competitive awareness

Additional / Good to have skills
• Development background on Java, Java EE, REST, DevOps tooling (Hudson/Jenkins, etc)
• Knowledge of Containers (Dockers), Kubernetes, MicroServices Architecture/development
• Experience extending applications with capabilities based on new technologies (Mobile, HTML5/JavaScript UI, etc)
• Develop On-Prem to Cloud Transformation Plans and also work on Cloud Native initiatives jointly with our partners.

Oracle Presales Consultants must be excellent communicators, able to develop and articulate technological and business solutions in a straightforward way to both decision makers and technical personnel alike. You must be interested in advancing your expertise in Oracle Cloud and associated software products.

The ideal candidate should:
• Be an experienced presales professional with a proven track record of success.
• Be a self-starter who is proactive in working with the business to generate new pipeline and with existing opportunities to the benefit of Oracle and the customer.
• Have a BSc. or higher degree.
• Have a good understanding of Oracle's Cloud and technologies.
• Have an understanding of key business drivers and competitive Cloud landscape
• An understanding of one or more industry sectors a plus
• Be proficient in translating business needs into compelling technology solutions
• Excellent written, oral and presentation skills in English.