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Job description / Role
The primary role of a Technical Customer Advisor is to work in a pre-sales capacity and to take the lead in the early and accurate definition of customer solutions and associated architectures. Working with senior customer staff, from both a business and IT perspective, to understand and extend their needs, and subsequently to define the solution and high-level architecture to meet these requirements. Successful Technical Customer Advisors will have a strong understanding of how technology can solve business issues, reducing risk, increasing value to the customer. The Technical Customer Advisor will have a consultative sales style, and are focused on revenue taking the initiative to ensure that Oracle wins the technology decision.
SCOPE
• Contributes to the achievement of revenue targets.
• Has a level of understanding across the breadth of Oracle's product set (with a specialism in two or more areas) and technology architectures.
• Supports the selling function.
Detailed Description and Job Requirements
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 Senior Sales Consultant you will be responsible for providing presales technical / functional support to prospective clients and customers while ensuring customer satisfaction with minimal supervision. Acts as a technical resource for less experienced Sales Consultants. Develop and deliver high quality standard Oracle presentations and demonstrations. Present and articulate advanced product features and benefits, product future direction and overall Oracle solutions. Design, validate, and present Oracle software solutions to include advanced product concepts, future direction, and 3rd party complimentary products. Develop and manage reference sites through high quality technical, professional client relationships.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years vendor (sales and marketing) experience. 5 years relevant computer applications or database/tools. Demonstrated proficiency in one multi-user operating system. Through knowledge of system and application design. Strong verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Demonstrated ability to solve complex technical problems with accounts in complex technical environments. Ability to travel as needed. BS degree or equivalent; advanced degree desirable.
As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
Requirements
QUALIFICATIONS
• Understanding and representing business strategy (business objectives, business drivers, business relationships, key performance indicators, industry drivers etc.)
• Discovering and formalising customer's business and technical requirements using appropriate tools and techniques
• Understanding and representing customer IT policy, strategy and Enterprise Architecture
• Formulating appropriate customer solutions combining Oracle Applications, Technology, Hardware and Partner offerings
• Developing high level transition and implementation roadmaps to describe how customers can transition to proposed solutions
• Working alongside experts to formulate cost/benefit analysis, TCO and ROI cases
• Engaging as 'solution manager / owner' on key accounts and opportunities
• Owning the definition and integrity of the solution architecture on major/strategic bids
• Possessing expert knowledge of how technology is evolving and being applied in business
• Possessing expert knowledge of current and emerging architectural patterns
• Advising customers on Oracle Reference Architectures and how they can transition toward it
• Advising customers on how Oracle is positioned relative to the competition on key IT issues
• Taking an architecture lead in team and client meetings
• Contributing to the Architects Professional Community
• Contributing to the repository of Oracle Reference Architectures
• Advising on the use of the appropriate architectural processes and tools
• Collaborating with architects and technical staff from partners to support joint proposition development, marketing and selling activities
• Balancing clients’ needs and protecting Oracle commercial needs
• Building and maintaining relationships at all relevant levels within the client including C-Level people
• Working with account teams to discover and exploit opportunities for cross and up selling
• Able to identify “quick wins”
• 5+ years of relevant experience for this position
COMPETENCIES
• Personal: Creativity, Credibility, Personal Drive, Influencing and Negotiating, Problem Solving
• Inter-personal: Building Effective Relationships, Customer Focus, Effective Communication
• Business Acumen, Coaching
• Broad Cross-Portfolio Product Knowledge
• Business Analysis
• IT Strategy Analysis
• Provable experience in major IT projects involving the whole business process
• Industry Knowledge: Communications, Financial Services, Public Sector, Utilities, HealthCare
• Fluent English
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.