EMEA Advanced Customer Services Pre-Sales Solutions Manager at Oracle

Reference No.: 200006H8
Location: Lagos
Travel: Lagos & Potentially Surrounding Countries
Area of Responsibility: Pre-Sales
Reports To: MEA General Manager / Global Solution Center Regional Manager

Job Description

• Pre-Sales Solution Managers play a key role in the attainment of new customers by leading the development of complex solutions that are both operationally and commercially sound.  They work closely with customers and Oracle sales and delivery teams.
• They will drive solutions utilizing a matrixed team of Subject Matter Experts on Applications, Technology, Security, Functional Services and other Solution teams.
• They have detailed knowledge of OMCS / OACS services, Oracle products and services from other lines of business, third party products and services, contracts and cost modeling.
• Pre-Sales Solution Managers convince customers of the benefits of the solution and its effectiveness in meeting their requirements.
• The role requires interaction with senior customer contacts - CIO, CFO, Operations Managers, Consulting and Legal Firms - and internally with Oracle management at all levels.
• 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.

Responsibilities

• Customer facing, liaising directly with customers to determine the customer’s requirements
• Builds customer loyalty through achieving a trusted advisor relationship
• Work closely with the Sales Representative and the customer to create customer-specific solutions that address the needs of the customer
• Use strategic and tactical thought to create cost and risk models that balance the needs of the customer and Oracle
• Applies consultative selling techniques to advance opportunities
• Work with other Lines of Business (LOBs) on individual opportunities and general cross-line-of-business initiatives
• Where appropriate work with Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances
• Manage approval of the complete operational solution through Oracle’s approval process
• Manage multiple approval cycles with speed and effectiveness to achieve deal timelines
• Prioritize, communicate and mitigate issues and risks with internal stakeholders
• Present the solution and value proposition to the customer
• Provide smooth and efficient transfer from pre-sales to delivery teams

Qualifications

• 10+ years relevant experience
• Mandatory – Oracle technology experience is a must and not negotiable
• Leadership
• Team player
• Strong sales and negotiation skills
• Strong ability to build relationships
• Personal drive, tenacity and energy
• Results oriented
• Excellent communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations -  comfortable presenting to both small and large audiences
• Demonstrates professional & technical depth and credibility
• Highly organised, self-motivated and able to work with minimal supervision
• Ability to deal with and manage highly complex situations and environments
• Outstanding written and oral communication skills - English language is essential, multiple languages desirable
• Innovative and creative with resourcefulness in solving complex problems
• A general understanding of Oracle Applications and implementation methodologies
• In-depth knowledge of OACS / OMCS value proposition and services (Preferred)
• 2-3 years pre-sales solution-oriented experience or Oracle Applications Technical Project Management experience.
• 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 Bachelor's degree or equivalent, advanced degree highly desirable.

Domain expertise:

• Oracle application, middleware and database product – essential
• Oracle systems products, including but not limited to Engineered Systems – desirable
• Oracle services – highly desirable
• Technical expertise in one or more Oracle MCS/ACS domains -  – highly desirable
• IT Service Management – highly desirable
• IT Project Management – highly desirable
• IT Enterprise Architecture – highly desirable
• IT Service pricing and contracting (as an external service provider)
• Ability to translate customer needs into Oracle MCS/ACS solutions.