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Oracle CPQ Solution Engineering Manager in Burlington, Massachusetts

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.

Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management. 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.

Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.

Job description:

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. You will now have the chance to make an impact on one of the most important transformations in the history of Oracle.

For the role of CPQ Cloud Solution Engineering Manager, we are searching for a motivated and passionate individual, who can lead an expert Solution Engineering team towards excellence. With your drive, and goal-getter attitude, you ll play a key role in driving success.

The Solution Engineering Manager is responsible for leading a team of Solution Engineer specialists which work closely together with the Sales organization, selling Oracle s market leading CPQ Cloud solutions.

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 reusable assets, sharing best practices and utilization of our Solution Engineering Shared Services.

Modernize the way your team engages with customers, using compelling, innovative and creative tools and techniques.

Evangelize your solution internally and enable others effectively position and sell it.

There are four main aspects to the role:

Strategic Sales Partnership

Manage a partnership with your key stakeholders to help develop a strategic plan for the industry/regional sectors and define collaboration and execution for success.

Tactical Sales Partnership

Develop opportunity and account strategies, engage the appropriate presales teams in right-sized investment on opportunities and accounts. You will run and attend deal reviews, dry runs and dress rehearsals, driving best practices into each. 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.

SE Team Leadership

Create and sustain an environment where your team is inspired, informed, educated, enabled, empowered, and recognized and rewarded, ultimately ensuring you have a successful and, above all, happy team. Typical activities include: Team meetings, one on one calls, best practice sharing.

Typical administrative activities like weekly time card review, overtime approval, expense report review and approval, and weekly time entry and data quality oversight.

Business Analysis and Improvement

Leverage various business analysis tools, data and techniques to explore business results and predictive factors, arrive at conclusions, and seeks areas for improvements for your team.

You will be expected to lead or participate in projects and initiatives across Solution Engineering to help solve problems and improve as a larger business.

Key Areas of Responsibility and Tasks

Sales 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 appropriate

Engage the appropriate presales team for qualified sales opportunities, including the identification of a presales lead

Enforce consistent presales processes, including CRM-based opportunity management, 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 fairly compensate each member once the deal closes

Maintain high-level knowledge of Oracle s entire solution suite and key competitors

Balance the utilization level of the team, including investment in business development activities, necessary to build the pipeline for the aligned sales teams

Qualification 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.

Ensure a fair compensation process for software revenue activities in collaboration with the ASMs and other SE Managers.

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.

Ensure adherence to, and regular review of the ERP, EPM, and SCM Solution Engineering Charter.


10 years of relevant IT solution support e.g. pre-sales, architecture, delivery or professional services experience

5 years of personnel management experience

5 years presales experience

Experience leading regional/industry/architecture teams, appropriate knowledge of methodologies and technology

Demonstrated experience working in a matrix / multi-level management structure

Proven experience building diverse teams, highly inclusive leadership style

Proficiency in Oracle solutions, competitors, technology, and business models preferred

Leadership, drive for results and can do attitude

Experience in:

Leading teams

People Management

Performance Management

Sales and sales processes

Building and motivating teams


. Bachelor equivalent: minimum requirement

. Master equivalent: optional

Job: *Pre Sales

Organization: *Oracle

Title: CPQ Solution Engineering Manager

Location: United States

Requisition ID: 20000K6S