Sales Consulting Director
Posted on: January 14, 2019
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 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 and protected veterans status or any other characteristic protected by law.*If you have a passion for people and for dazzling your customers with great presentations and engaging sessions, then this represents the perfect opportunity to blend your skills with your functional and business acumen.For the role of Solution Consulting Manager for North America, we are searching for a motivated and passionate individual, who can lead a team based across & supporting USA and Canada towards excellence. With your drive, and goal-getter attitude, you ll play a key role in driving change.The Solution Consulting Manager for North America is responsible for leading a team of Solution Consultants who work closely together with the Sales organization, selling Oracle s market leading Oracle Financial Services Analytical Application (OFSAA) solutions focused on Risk, Treasury & Performance use cases, as well as the underlying data management platform (Financial Services Data Foundation and Analytical Applications Infrastructure)Your key objectives are:Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of sustained success.Be a partner to the business and ensure your team is working on the right things, at the right time and in the right manner.Maximize your teams productivity by promoting re-use and use of our Solution Consulting knowledge and collaterals from across the globe.Modernize the way your team engages with customers, using compelling, innovative and creative tools and techniques.There are four main aspects to the role:Strategic Sales PartnershipManage a partnership with your key stakeholders to help develop a strategic plan for the Oracle Financial Services Analytics business across North America and the way you will work together on executing the plan.Tactical Sales PartnershipHelp develop great opportunity and account strategies and engage the appropriate solution consulting teams to support them. You will also run and attend deal reviews, dry runs and dress rehearsals. You will act as a sponsor or a lead for certain key deals and accounts. You will also run regular business reviews with sales management to ensure alignment on priorities and progress on key deals.Team ManagementCreate and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of ensuring you have a successful and, above all, a happy team. Typical activities include: Team meetings, 1:1s, Best Practice sharing. Weekly time card review and approval, expense report review and approval, and weekly time entry and data quality.Business improvement initiativesYou will also be expected to lead or participate in projects and initiatives across Solution Consulting to help solve problems and improve as a business.Key Areas of Responsibility and TasksSales Execution Tasks:Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews.Demonstrate innovative approaches to sales cycles and pipeline development.Balance the required presales investment with the value of each opportunity, challenging when appropriateEngage the appropriate presales team for qualified sales opportunities, including the identification of a presales leadEnforce consistent presales processes, dry-runs and discovery sessions, to ensure superior demos, and presentations, resulting in flawless execution of the sales cycle.With select sales cycles, build strategic partnerships with key decision makers in customer organization.Monitor the impact of each presales team member throughout each sales cycle in order to manage employee developmentMaintain high-level knowledge of Oracle s entire solution suite and key competitorsBalance the utilization level of the team, including investment in business development activities, necessary to build the pipeline for the aligned sales teamsQualification of sales opportunities.Team Development Tasks:Identify areas of development for each team member and work with each to define and execute a tailored learning plan. Foster an atmosphere of continuous learning and improvement.Monitor the development activities towards industry and solution learning goals.Provide feedback and coaching after dry-runs, demos and presentations in order to help them hone their skills.Provide formal oral and written feedback during annual performance management reviews.Drive and encourage your team members toward their group s revenue target.Help develop the larger presales organization through leadership of a solution- or industry-focused community of practice which provides enablement and a voice of the field to solution engineering management.Be resourceful and creative. Consider how existing solutions might be combined to leverage new sales opportunities. Try innovative approaches and techniques.Preferred Experience:10 years of relevant IT solution support e.g. pre-sales, architecture, delivery or professional services experience5 years of personnel management experience5 years presales experience in the Financial Services industry, ideally in the area s of Finance, Risk, Treasury and/or Data Management.Experience leading regional/industry/architecture teams, appropriate knowledge of methodologies and technologyProven experience building diverse teams, highly inclusive leadership styleProficiency in Oracle solutions, competitors, technology, and business models preferredLeadership, drive for results and can do attitudeExperience in Leading teams, People Management, Performance Management, Sales and sales processes & Building and motivating teams**Job:** **Pre Sales***Organization:** **Oracle***Title:** *Sales Consulting Director***Location:** *United States***Requisition ID:** *18000VS2*
Keywords: Oracle, Aurora , Sales Consulting Director, Sales , Aurora, Colorado
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