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Job description / Role
Job description
Overview
Oracle is looking for a dynamic and high performing Solution Engineering Senior Manager to lead a successful team as part of the EPRM Pre-Sales organisation. We are looking for someone who will thrive on the challenge of working in a fast-moving Cloud Sales environment and who has a passion for innovation and how technology can help businesses succeed.
The Solution Engineering Senior Manager will be responsible for leading a team of Sales/Solution Consultants, working hand-in-hand with the Sales organisation, to help sell Oracle's market-leading cloud solutions across ERP, EPM and SCM. They will work closely with Sales Management stakeholders to support key opportunities and sales campaigns and it is therefore important that the candidate understands Oracle's strategic offering and how this translates into business outcomes for Oracle's customers.
The successful candidate will be a strongly motivated individual who will spend time developing and leading their team; they will be customer focused, with a flair for persuasive presentations and engaging workshops; and they will have commercial industry experience allied to functional and business acumen. This is a great opportunity to play a key role in Oracle's SaaS transformation and helping Oracle's customers on their journey to the Cloud. 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 sectors and key accounts you support and the way you will work together on executing the plan.
Tactical Sales Partnership
- Help develop great opportunity strategies and engage the appropriate presales teams to support them.
- You will run and attend deal clinics and reviews, dry runs and dress rehearsals as well conduct regular business reviews with sales management to ensure alignment on priorities and progress 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 ensuring you have a successful and, above all, a happy team.
Business improvement initiatives
- You will also be expected to lead or participate in projects and initiatives to drive innovation and embrace new techniques across the wider team to help solve problems and improve as a business.
Key Areas of Responsibility
Sales Execution Tasks
- Collaborate with sales management to plan account strategies through participation in regular 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 appropriate presales team for qualified sales opportunities, including the identification of a presales lead;
- Drive consistent presale processes, including CRM-based opportunity management, dry-runs and discovery sessions, to ensure superior demos and presentations;
- Within select sales cycles, build strategic partnerships with key decision makers in customer organisation;
- Monitor and support the impact of each presales team member throughout each sales cycle;
- Maintain high-level knowledge of Oracle's entire solution suite and key competitors;
- Balance team utilisation, including investment in training & business development, to support the pipeline;
- Qualification of sales opportunities.
Team Development Tasks
- Identify areas of development for each team member and work 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 regular performance management reviews;
- Drive and encourage your team members toward their revenue targets and aim for target quota attainment.
- 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 management.
- Be resourceful & creative - consider how existing solutions can be combined to leverage new sales opportunities.
- Embrace and adopt innovative approaches and techniques to delivering demonstrations and presentations.
Requirements
Experience and Qualifications
- Proven track-record of developing and managing teams (ideally in a presales);
- Demonstrable experience of ERP/EPM/SCM sales and/or delivery
- Knowledge of cloud (SaaS) solutions, competitive landscape and business models;
- Strong interpersonal, communication and collaboration skills
- Experience in a software and/or consulting environment preferred
- Educated to Degree level or equivalent
About the Company
Oracle offers an integrated array of applications, databases, servers, storage, and cloud technologies to empower modern business. For most companies, flexibility is critical. Oracle provides a wide choice of software, systems, and cloud deployment models - including public, on-premises, and hybrid clouds - to ensure that technology flexes to the unique needs of a business.
Oracle Cloud is a complete, integrated stack of platform, infrastructure, and application services. With advanced scalability and security, Oracle Cloud enables technical agility across the enterprise, connects people to information for clearer insights, and fosters efficiency through simplified workflows.
More than 420,000 customers across 145 countries have harnessed Oracle technology to accelerate their digital transformation.