Oracle Sales Consultant / Industry Architect in Utrecht, Netherlands
Sales Consultant / Industry Architect
Today, cloud is really changing everything at an incredible speed. It changes how business run and people work, creating new business models and disrupting existing ones. For our customers, the challenge has been how to find a path to the cloud that meets their needs while also preserving their existing investments. One that bridges their present while providing options for the future. To address this challenge, Oracle has built a complete, open, and secure platform that spans all layers of the cloud (SaaS, PaaS and IaaS), and provides choice.
Are you the talented, professional who can work with our customers to drive real, digital transformation and support their journey to the cloud? Are you enthusiastic to grow and apply your industry and technology expertise to get real business value for clients? Then this position offers you the excellent opportunity.
The Industry Architect will work within the enthusiastic Industry Architects team which is part of the Sales Consultancy organization of Oracle Technology Sales in The Netherlands. This organization is responsible for selling a broad portfolio of PaaS, IaaS and hybrid cloud solutions like (big) data management, analytics, mobile, security, management and IoT. The goal of the Industry Architect is to encourage and accelerate customers with their digital transformation in order to meet their shifting market demands.
As an Industry Architect your role is to expand the relationships with the larger Dutch Oracle customers, focusing on Enterprise Architects, IT and business managers and relevant partners. Working closely with the account team and the customer to build an understanding of the customer’s business and how it is supported by IT. You identify optimizations for existing products and proactively advise on how to address existing and new business challenges with (hybrid) cloud solutions.
You are leading the execution of architecture and business value studies. You initiate interviews and run discovery workshops with customer representatives to gain the data and information you need to draw the solution and the value proposition for the customer. You are leading in building an architecture solution as well as the financial business case supporting this solution.
You work with the relevant Sales Representatives (also from other lines of business), Customer Advisors, Domain Architects, Insight Consultants, Advanced Customer Support, Oracle Consulting and partners. Often you have a leading role for the architectural aspects.
Work is non-routine and very complex, involving the application of advanced technical/ business skills in area of specialization.
Leading contributor individually and as a team member, providing direction and mentoring to others.
Three years vendor (sales and marketing) experience. Seven years PS business experience with relevant computer applications or database/tools.
In depth knowledge of competitors.
Demonstrated project management skills.
Demonstrated excellent verbal and written communication skills (both Dutch and English).
Needs analysis, positioning, business justification, closing techniques. Ability to persuade others through conversation, presentation, demonstration and written communication. Ability to travel as needed.
Required Skills & Qualifications
Customer Facing : Quickly establish relationships with the customer; be seen as a Trusted Advisor by the customer.
Planning: Agree on scope and planning with customer; build engagement team; be responsible for milestones and planning.
Architecture: Provide architectural consulting expertise to clients and Oracle account team; Document and develop clients existing IT architecture/infrastructure and technology portfolio.
Customer Analyses: Understand the PS dynamics; analyze customer’s performance relative to competitors; understand customer’s financial performance compared to peers; understand customer’s core business.
Work with account team: Communicate with account team on engagement progress; validate proposed solution & value proposition with sales team before presenting to customer. Involve sales team in final presentation; handover to sales team; assist with follow‐up actions.
Discovery: Gain insight in customer baseline environment and business challenges via interviews, workshops and data requests.
Solution design: Map Oracle capabilities to customer needs; Draw high level architecture; map the route from the baseline to the target, proposed solution scenario.
Value Proposition: Develop TCO comparison and cash flow analyses; Compare multiple scenarios if needed; present case to customer CLevel sponsor; have rapport with c‐level & sr. management representatives of customer;
Practice development: Develop re‐usable tools and slides.
If you have any questions, contact Jessica Ebbelaar via email@example.com
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).
Oracle offers the perfect opportunity to work for a truly Global Market Leader committed to ongoing development and sustainable success. This is an exciting time to join us with our broadening footprint and expanding product range. Oracle (NASDAQ: ORCL) is the world's most complete, open, and integrated business software and hardware systems company. For more information about Oracle, visit http://www.oracle.com at http://www.oracle.com/ or www.oracle.com/careers
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 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.
Job: Pre Sales
Job Type: Regular Employee Hire