Applications Senior Sales/Presales Consultant at Oracle

Job description

Enterprise Resource Planning (ERP) and Enterprise Performance Management (EPM)

Business Area: ERPM Pre-Sales

Country: South-Africa

Location: Johannesburg

Mobility: Moderate travel – South-Africa and SADC

Pre-requisite: Fluent in both Portuguese and English (speak, read and write)

A role in Sales Consulting is wide and varied and offers opportunities to develop and exploit your skills in many ways:

• Using Oracle products to demonstrate business opportunities that allow our customers to be more successful.
• Engaging in sales opportunities to provide -
• Industry and solution insight
• Business improvement opportunities to support the case for change
• Enterprise Resource Planning (ERP) and Enterprise Performance Management (EPM) Good Business Practices knowledge
• Oracle ERPM and complimentary solution knowledge.
• With a focus on Oracle's ERPM solutions, develop innovative value propositions in order to maximise the generation of license sales revenue.
• The ideal candidate has experience of positioning Enterprise Resource Planning (ERP) solutions, a rounded understanding of the role of the corporate ERP functions, and a good understanding of technology and key trends within the marketplace.

SCOPE:

• Reports to ERP Sales Consulting Manager
• No direct reports, but may mentor colleagues
• Good awareness of ERP transformation programs and business drivers
• Maintains a leading knowledge of Oracle’s ERP Solutions
• Develops a broad knowledge of ERP deployment and service offerings including SaaS and BPO/BPS.
• Contributes to the evolution of Oracle's ERP value propositions.
• Contributes to the achievement of the overall ZA and SADC applications licence sales target
• Works to deliver success and continued value within existing Oracle Customers
• Fluent in both Portuguese and English as a business language (speak, read, write)

ROLE:

• Use Oracle strategy and capabilities to optimize the sales cycle.
• Be representative of the 3 key values in our team : creativity, speed and one red team.
• Bring his/her expertise on the product during the sales cycle.
• Design and build presentations and demonstrations for customers and partners to promote the product offering.
• Maintain his/her expertise and understanding of the customer needs or a market.
• Leverage the growth initiatives on new offerings and new markets.

RESPONSIBILITIES:

• At the center of the ERP Task force, including Sales, Presales, Marketing, Strategy… dedicated to the ERP offering, you will be a product expert in this ERPM presales position.
• Actively maintains an in-depth knowledge of ERP solutions including:
• Competitive offerings
• Business value opportunities enabled by such solutions
• Implementation Case studies
• Customer references supporting the business value realised by these solutions
• Providing support in Sales Campaigns including
• Product demonstrations and presentations
• Discovery to fully understand the business requirement and establish potential return on investment
• Expertise in creating product solutions for specified needs, and for creating cross-product solutions where required
• Providing specialist knowledge in support of wider cross line of business and industry teams
• Participating in strategic account planning, including major accounts
• Contributing to the generation and maintenance of relevant ERPM value propositions
• Educating Customers and Partner Organisations on the latest innovations in ERPM solutions and the associated value propositions
• Exploiting Oracle’s Marketing messages in the definition of product solutions
• Building and maintaining long-standing relationships with the customer during and after the sales process
• Demonstrating the business value of Oracle's products and solutions at all levels, from ERPM practitioners and subject matter experts through to board members and other key decision makers in the customers' organisation
• Contributing to customer success, ongoing cloud adoption through the life of contract and referenceability
• ACCOUNTABILITIES & ESSENTIAL SKILLS:
• Attend customer meetings with Account Management to qualify product requirements and understand customer needs
• Deliver update sessions to bring customers up to date with Oracle’s ERPM solutions and value propositions
• Design and deliver customer demonstrations to articulate and evangelise Oracle based ERPM product solutions
• Contribute product information in response to customer Invitations To Tender (ITT) and Requests For Information (RFx) documents
• Run seminars and workshops for Customers and Partner organisations as required
• Engage with Product Development teams to maintain product knowledge and highlight areas for future development
• Represent Oracle at marketing events as required
• Act as a solution contact for customers in the designated area
• Recognise and communicate opportunities to up-sell based on solutions insight
• Contributes to improve the knowledge of the wider Sales Consulting team
• Maintains a strong understanding of competitor’s product offerings
• Continual awareness of trends within the ERPM technology and wider ERPM profession
• Understands key integration points for ERPM solutions within the wider business systems landscape
• Has experience of using, deploying or selling ERP Solutions – specific experience in the areas of Financials and Procurement will be advantageous.
• Ability to communicate around business transformation in a credible manner to C-level audiences
• Strong presentation and negotiation skills with the goal of influencing customer decisions to gain and retain Oracle business