Oracle Regional SCM Sales Consulting Manager in Marlborough, 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 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 customerswith great presentations and engaging sessions, then this represents theperfect opportunity to blend your skills with your functional and businessacumen. You will now have the chance to make an impact on one of the mostimportant transformations in the history of Oracle.
For the role of Regional Solution Engineering Manager , we aresearching for a motivated and passionate individual, who can lead a RegionalSolution Engineering team towards excellence. With yourdrive, and goal-getter attitude, you ll play a key role in driving change foryour region.
The Solution Engineering Manager is responsible forleading a team of Solution Engineers which work closely togetherwith the Sales organization, selling Oracle s market leading cloud solutions inERP, SCM and EPM.
Your key objectives are:
Create and sustain an environment where your team is inspired,informed, educated, enabled, recognized and rewarded with the goal of sustainedsuccess.
Be a partner to the business and ensure your team is working onthe right things, at the right time and in the right manner.
Maximize your teams productivity by promoting re-use and use ofour Solution Engineering Shared Services.
Modernize the way your team engages with customers, usingcompelling, innovative and creative tools and techniques.
There are four main aspects to the role:
*Strategic Sales Partnership *
Manage a partnership with your key stakeholders to help develop astrategic plan for the industry/regional sectors you support and the way youwill work together on executing the plan.
*Tactical Sales Partnership *
Help develop great opportunity and account strategies and engagethe appropriate presales teams to support them. You will also run and attenddeal clinics and reviews, dry runs and dress rehearsals. You will act as asponsor or a lead for certain key deals and accounts. You will also run regularbusiness reviews with sales management to ensure alignment on priorities andprogress on key deals.
*Team Management *
Create and sustain an environment where your team is inspired,informed, educated, enabled, recognized and rewarded with the goal of ensuringyou have a successful and, above all, a happy team. Typical activities include:Team meetings, 1:1s, Best Practice sharing. Weekly time card review andapproval, overtime review and approval, expense report review and approval, andweekly time entry and data quality.
*Business improvement initiatives *
You will also be expected to lead or participate in projects andinitiatives across Solution Engineering to help solve problems andimprove as a business.
Key Areas of Responsibility and Tasks
_Sales Execution Tasks: _
Collaborate with sales management and sales account executivesto plan account strategies through participation in informal and formal accountreviews.
Demonstrate innovative approaches to sales cycles and pipelinedevelopment.
Balance the required presales investment with the value of eachopportunity, challenging when appropriate
Engage the appropriate presales team for qualified salesopportunities, including the identification of a presales lead
Enforce consistent presales processes, including CRM-basedopportunity management, dry-runs and discovery sessions, to ensure superiordemos, and presentations, resulting in flawless execution of the salescycle.
With select sales cycles, build strategic partnerships with keydecision makers in customer organization.
Monitor the impact of each presales team member throughout eachsales cycle in order to fairly compensate each member once the dealcloses
Maintain high-level knowledge of Oracle s entire solution suiteand key competitors
Balance the utilization level of the team, including investment inbusiness development activities, necessary to build the pipeline for thealigned sales teams
Qualification of sales opportunities.
_Team Development Tasks: _
Identify areas of development for each team member and work witheach to define and execute a tailored learning plan. Foster an atmosphere ofcontinuous learning and improvement.
Monitor the development activities towards industry and solutionlearning goals.
Provide feedback and coaching after dry-runs, demos andpresentations in order to help them hone their skills.
Provide formal oral and written feedback during annualperformance management reviews.
Ensure a fair compensation process for software revenueactivities in collaboration with the ASMs and other SE Managers.
Drive and encourage your team members toward their groupsrevenue target .
Help develop the larger presales organization through leadershipof a solution- or industry-focused community of practice which providesenablement and a voice of the field to solution engineering management.
Be resourceful and creative. Consider how existing solutionsmight be combined to leverage new sales opportunities. Try innovative approachesand techniques.
Ensure adherence to, and regular review of the ERP,EPM, 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 managementstructure
Proven experience building diverse teams, highly inclusiveleadership style
Proficiency in Oracle solutions, competitors,technology, and business models preferred
Leadership, drive for results and can do attitude
Sales and sales processes
Building and motivating teams
. Bachelor equivalent: minimum requirement
. Master equivalent: optional
Job: *Pre Sales
Title: Regional SCM Sales Consulting Manager
Location: United States
Requisition ID: 18001GZH