Principal Sales Consultant at Oracle

Job Description

• To demonstrate the credibility of Oracle's Data Integration products, solutions and offerings, based on the following products: Oracle GoldenGate (OGG), Oracle Data Integrator (ODI), Oracle Enterprise Data Quality (OEDQ), Oracle Enterprise Metadata Management (OEMM) and Active Data Guard (ADG).
• 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
• 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 GoldenGate, Oracle Data Integrator and/or Enterprise Data Quality 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 to the Role

• Demonstrates 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
• Provides 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 product offering and Value Propositions
• Design and deliver customer demonstrations to articulate, update and evangelize Oracle 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

• 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.
• BA/BS degree or equivalent, advanced degree highly desirable.