at Oracle in Springfield, Illinois, United States
Job Description
Job Description
PLEASE NOTE THE FOLLOWING:
+ Preferred locations: Austin, TX; Nashville, TN; Burlington, MA
+ Other Locations: Chicago, IL or Denver, CO will also be considered
+ Selected candidates will be in office 3-4 days per week
+ Previous NetSuite experience is highly desirable
+ Preferred industry experience:
+ Manufacturing, Food & Heavy Industry
+ Retail Hospitality and Consumer Services
+ Software, Media and Telecommunications
+ Ability to travel 25%
High-Level Overview
The Customer Success (CS) Presales team (Consulting) is responsible for assisting the Direct Sales Organization to increase Annual Recurring Revenue (ARR) while setting the groundwork for successful implementation projects by the Customer Success (CS) Delivery organization. Our Customer Success Presales Team provides NetSuite implementation, product and industry thought leadership during the sales cycle. They do this by identifying prospect’s business objectives and aligning those to our SuiteSuccess product offerings. This includes scoping, estimating, documenting, and communicating the prospect’s solution and implementation strategy. CS Presales team members work with a variety of collaborators including prospect’s C-Level executives and Oracle NetSuite’s Account Executives, Solution Consultants, Solution Architects, Delivery Consultants and Sales Leadership.
This individual contributor role, as a Customer Success (CS) Senior Advisor , brings 10+ years of experience as a successful technology implementation consultant/project manager and 5+ years’ Oracle NetSuite implementation experience within a given industry or an IC3 that has developed equivalent expertise. A CS Senior Advisor demonstrates their experience to support the most complex deals with our Direct Sales teams. This role is responsible for estimating, scoping, solutioning, and pitching a NetSuite solution, providing NetSuite solution and industry expertise, supporting the development of junior resources, and assisting them in the sales cycle. A CS Senior Advisor is expected to participate and/or lead team initiatives.
Responsibilities include:
+ Developing a strong working relationship with Direct Account Executives (AE) and Direct Solution Consultants (SC) and CS Delivery team members
+ Partnering with AE’s and SC’s to independently
+ Manage the Sales Motion with the AE to ensure that all required activities are effectively driven
+ Raise process exceptions to your manager for visibility and assistance
+ Advocate for SuiteSuccess and communicating the advantages it provides to both prospects and the sales team
+ Bring industry insight and experience to help define the sales strategy and adjust the solution positioning and CS Value Proposition accordingly
+ Translate prospect’s business objectives and processes to the SuiteSuccess SKU via the alignment to develop the appropriate scope, estimate and SOW.
+ Work with the SC to develop a comprehensive understanding of the proposed solution and continue to build product knowledge
+ Tailor standard presentations to meet the needs of the specific prospect
+ Leverage other resources within Customer Success Presales or other CS teams as appropriate
+ Deliver a dynamic CS Value Proposition to prospects
+ Handle complex objections effectively
+ Negotiate with prospects regarding inclusions and exclusions to scope
+ Maintain the CS Engagement Record (CSER) by regularly updating notes related to the deal status, major design changes, estimated hours, SKU, etc.
+ Conduct reverse knowledge transfer with the delivery and sales teams
+ Continuing to build industry and product capabilities by
+ Deepening industry competence aligned to key industry groups by participating in industry focused education and/or groups internal and external to Oracle NetSuite
+ Contributing industry solution content as part of our CS Insights efforts
+ Developing an understanding of the competitive landscape and each players relative strengths and weaknesses
+ Developing skills to scope deals with one or more additional components: WMS, SuiteBilling, OpenAir, PBCS, SuitePeople, eCommerce
+ Developing the team’s resources by
+ Coaching and mentoring junior resources on the team
+ Developing a teachable point of view working with other team members to share this knowledge
+ Building relationships within the organization by
+ Developing strong working relationships outside of your team to leverage resources across Oracle NetSuite as needed
+ Building and maintaining a working relationship with the CS Vertical Lead, Delivery Leads and Solution Architects
+ Act as an advisor to internal delivery teams during implementation
+ Contributing to continuous improvement by
+ Participating in internal team or organization improvement initiatives
+ Finding opportunities for improvement, communicating them to your manager and jointly developing plans to address or implement
+ Conducting periodic lessons learned on a subset of key projects that you helped sell
+ Working within the CS Presales team to incorporate those insights into future solutioning, estimating and contracting
+ Working closely with the Solution Consultants and other CS Advisors to ensure consistent approaches to similar prospect’s business processes
Preferred Entry Qualifications/Skills include:
+ Bachelors’ degree preferably in Business, Accounting, Computer Science, Software Development or equivalent
+ 10+ years of experience as a successful technology implementation consultant/project manager and 5+ years’ Oracle NetSuite implementation experience within a given industry or an IC3 that has developed equivalent expertise.
+ Preferred locations: Austin, TX; Nashville, TN; Burlington, MA
+ Other Locations: Chicago, IL or Denver, CO will also be considered
+ Previous NetSuite experience is highly desirable
+ Preferred industry experience:
+ Manufacturing, Food & Heavy Industry
+ Retail Hospitality and Consumer Services
+ Software, Media and Telecommunications
+ Ability to travel 25%
+ Ability to positively influence prospects and customers in the decision-making process
+ Demonstratable proactive approach to identify and resolve issues
+ Ability to coach and mentor others
+ Above average ability to effectively communicate verbally and in writing
+ Ability to acquire and maintain an understanding of Oracle NetSuite products and industries
+ Ability to work under pressure, meet deadlines, and work on multiple deals simultaneously
+ Ability to work independently and collaboratively
+ Takes initiative and must always have positive/professional attitude.
Career Level – IC4
Responsibilities
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Disclaimer:
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range: from $86,200 to $199,500 per annum. May be eligible for bonus and equity.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Acco
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