Job Description
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. 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/BS degree or equivalent, advanced degree highly desirable.
Solution Architect (Rome)
Oracle Sales Consulting and Business Solutions Team
Oracle Sales Consulting and Business Solutions is a team of Solution Architects and Client Managers in charge of providing customers with the value of Oracle technology.
We mainly help customers to overcome their Business Challenges, leveraging a Secure and Enterprise Cloud, integrated with On-Premises Enterprise Applications, and developed using both Dev-Ops and the best-in-class Enterprise technologies.
We also design and develop Innovative, Comprehensive and Enterprise Business Solutions, leveraging Mobility and Internet Of Things, and integrating Big Data with Enterprise Data to extract the maximum value from customers Data Capital.
Primary Responsibilities
Designing innovative value propositions and planning new go-to-market approaches, leveraging both sales attitude, industry experience and technology knowledge, for industries like Finance, Communications, Media and Utilities.
Supporting Sales organization while proposing Industry Solutions leveraging Innovative Technology and Oracle Solutions like Cloud (mainly IaaS and PaaS, sometimes integrated with SaaS), Hybrid Cloud Integration, Big Data, Advanced Analytics, In-Memory, Security, Mobility, Internet Of Things, Data Management, Middleware...
Expanded Responsibilities
· Provide support as Solution Architect to multiple sales teams and lines of business (both proactive and reactive) to design the best solution for their customer's business needs and to position Oracle’s Technology & Cloud Strategy and Solutions as key differentiator in sales cycles
· Engage with customers by translating their business needs into appropriate Oracle solutions
· Create and deliver presentations, customized demonstrations, seminars and workshops to customers and partners, as well as public events;
· Setting up and leading diverse teams (local / remote, technical / non-technical profiles), in order to address high-profile sales engagements from a sales and pre-sales point of view
· Design, plan and drive Solution Demonstrations, Proofs of Concept and Benchmarks.
· Contribute to responses for Invitations To Tender (ITT), Requests for Information (RFIs) and Requests for Proposal (RFP);
· Define infrastructure architectures and solution proposals, using Value Selling
· techniques;
· Recognize and communicate opportunities to up sell based on solutions insight;
· Keep abreast of all new products, market trends, future directions and the competition;
· Maintain up to date, relevant knowledge of competitive solutions and winning strategies;
· Ongoing education and training of the sales force;
· Document and share lessons learned and best practices;
· Collaborate with other sales and pre-sales teams to drive business results, enhance win rates and better customer propositions;
· Operate in line with all Oracle processes and procedures
Experience & Qualifications
· We are looking for a professional with solid experience as Solution Architect, able to understand customer issues and to design solutions that match the evolving market needs, leveraging the competence on industry trends and on all the technologies typically involved in a modern architecture for the digital transformation.
· System Integrators and Consulting background is preferred as the Solution Architect should have the experience for evaluating also the real feasibility of a specific solution.
· Knowledge and background in enterprise scale infrastructure architecture, data architecture, middleware architecture, cloud architecture (IaaS & PaaS).
· Self-motivated and able to work on own initiative, as well as be a strong contributor in a team environment;
· Natural drive to learn and pick up new challenges;
· Good understanding of the IT market/trends;
· Creative, innovative and analytical thinker with a proven ability to translate complex business needs into feasible, valuable solutions;
· Effective at communicating with excellent presentation skills;
· Good at building strong relationships within Oracle, with partners and with key stakeholders in customers;
· Strong at planning and organizing with a very good ability to meet project deadlines;
· Knowledgeable of sales methodologies, processes and disciplines and have the ability to positively contribute towards sales processes;
· Results orientation, not satisfied until the job is done with the right quality;
· Initiative, signaling areas for improvement and propose suggestions pro-actively;
· Energetic, driven, and positive personality;
· High degree of personal motivation, enthusiasm and commitment;
· Passionate for technology.