Oracle - offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems.
POSITION : Principal Sales/Pre-Sales Consultant, Data Integration Solutions (DIS)
Description
MEA with EMEA travel:
To demonstrate the credibility of Oracle's Data Integration products and solutions, both on-premise and in the Cloud, including Big Data.
To respond to demand from Sales Management for expertise in creating and conducting detailed technical and product presentations to a prospective technical or business audience.
To plan, manage and execute Proof Of Concepts for the DIS solutions.
To work as part of Sales and/or Account Teams on specific opportunities to enhance revenue for Oracle Corporation through license sales
Scope:
Product focused (Data Integration Solutions), with in-depth knowledge of Transactional Data Management and Data Warehousing technologies, both in the cloud and on-premise
Has a strong knowledge of the Data Integration market
Basic knowledge of Oracle's product portfolio
Contributes to the achievement of the DIS EMEA target
Works closely with other Oracle Pre-Sales Consultants in his region (and beyond)
Existing skills on Oracle Golden Gate, Oracle Data Integrator, Oracle Cloud solutions and/or Big Data is beneficial
Responsibilities
Actively maintaining a depth of product knowledge in the designated product areas
Maintain awareness of all relevant competitive products
Understand the needs and pains of the customer and then link them to a set of products/solutions provided by Oracle
Contributing to the generation and maintenance of relevant product area specific Value Propositions
Educating customers and partners in Oracle Product offering and Value Propositions in the designated product areas
Help pushing Oracle's product offering to the Market
Building and maintaining relevant relationships with the customer during the bid process
Specific Role:
Demonstrate the credibility of Oracle's DIS products and solutions, at all levels, but with a particular focus on key decision makers in the customers' organization
Based on prospects input, provide appropriate feedback to product managers and product development
Can provide product demos and presentations, also interactively, i.e without a pre-defined script, & answering questions & demonstrating how an issue could be solved
Customise standard demonstrations to meet specific prospect requirements
Deliver onsite Proof of Concepts in line with agreed customer requirements
Provide detailed expertise in creating technical and product solutions for specified needs and for creating cross-product solutions where required
Can take a senior role on account, solution or industry teams, where required
Can participate in strategic account planning, and can do this for major accounts where required
Significant knowledge of a product set, including: competitive offerings; solutions enabled by the products; case studies of implementations; links to development teams and information on future product development
Attend customer meetings with Sales to understand customer needs
Bring customers up to date with Oracle's DIS product offering and Value Propositions
Design and deliver customer demonstrations to articulate, update and evangelize Oracle DIS based technical and product solutions
Contribute technical and product information in response to Invitations To Tender (ITT) and Requests For Information (RFIs)
Run seminars and workshops for Partner organizations as required
Create, present and deliver meetings/presentations/seminars and events as required
Engage with Product teams to maintain product knowledge.
Represent Oracle at marketing events as required
Act as a technical/solution contact for customers in the designated area
Recognize and communicate opportunities to up-sell based on solutions insight
Understand the local competitive landscape from product area point of view
Actively develop product expertise - attend adequate technical training, read White Papers, research using the Internet
Participate and contribute to PC community work and cross lob co-operation
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.
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.
Persuade others through presentations, demonstrations, and written communication.
Travel as needed. A/BS degree or equivalent, advanced degree highly desirable.
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