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Solution Engineering Manager - East (21000541)


Development Manager



Phoenix, Arizona, United States

"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 sales cycle.As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent.*This is a remote/office based position which may be performed anywhere in the United States except for within the state of Colorado.**Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.**Location: Eastern United States*We are seeking a motivated, passionate and inspirational leader for our Cloud Solution Engineering (SE) team partnering with the Sales organization, selling Oracles market-leading Enterprise Resource Management (ERP), Enterprise Performance Planning (EPM) and Human Capital Management (HCM) solutions for businesses in the NAA Major Accounts business sector aligning to the East Area sales teams. This SE Manager will support teams and accounts across a variety of industries (i.e. Industrial Manufacturing, Professional and Business Services, Financial Services, High Tech, Transportation, Distribution, etc.) that are existing Oracle customers or net new opportunities. If you are passionate about developing SEs and helping them achieve their goals, creating innovative, compelling events for customers and prospects, partnering with Sales to help drive excellence and results and elevating your career then this is a fantastic opportunity for you.Your key objectives are:* Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of consistent and repeatable success.* Be a partner to the business (sales and your SE Management peers) and ensure your team is working on the right things, at the right time and in the right manner.* Maximize your teams productivity and modernize the way your team engages with customers and prospects, using compelling, innovative and creative tools and techniques.Success is defined in part through the following:*Partnership with Sales*Manage a partnership with your key sales stakeholders (Regional Managers, VPs, ASMs) to help develop a strategic plan for the industry/regions you support. Help develop compelling opportunity and account strategies and engage the appropriate presales teams to support them. Provide coaching on deal opportunity reviews, discovery preparation, dry runs, demonstrations, executive presentations and value workshops. Act as SE leadership sponsor or lead for certain key deals and accounts. Understand, influence and communicate the status and plan for executing with excellence on top opportunities and step in to help where and when needed. Run regular business reviews with sales management and Lead SEs to ensure alignment on priorities and progress on key deals.*Team Management*Create, nurture and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of ensuring you have a successful and motivated team. Activities include team meetings, 1:1s, Leading Practices sharing, collaboration and communication in real-time, honing skills, developing innovative ways to solve problems with your team and innovative approaches to engaging with prospects and customers. Other tasks as a manager include time card and activity review and approval, overtime review and approval, expense report review and approval, and weekly time entry and data quality plus related analytics/trends. Lead your team in continuous development to expand and refine skills as needed to match the demands of the business.*Business Improvement Initiatives*You will be expected to lead or participate in projects and initiatives across Solution Engineering to help solve problems and improve as a business. This includes such activities as managing the quality of preparation and delivery in our sales cycles as well as the skills development planning and progress of your SE team.*_Key Sales Execution Tasks_*1. Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews to help ensure a customer centric approach to winning. Be informed of deal status on key opportunities and engage where needed to help manage activities and ensure that SE investment and activities are well planned and executed.2. Demonstrate innovative approaches to pipeline development and sales cycles.3. Balance the required presales investment with the value of each opportunity by engaging the appropriate presales team for qualified sales opportunities, including the identification of a presales lead. Personally engage as needed to support the business.4. Enforce consistent presales processes, including opportunity management, dry-runs and discovery sessions, to ensure superior demos, and presentations, resulting in flawless execution of the sales cycle. Ensure consistency and quality in SE preparation and delivery of sales cycle steps.5. With select sales cycles, build strategic partnerships with key decision makers in customer organization.*_Key Team Development Tasks_*1. Manage the continuous development for each team member and work with each to define and execute a tailored learning plan focused on broadening product, process and industry knowledge and sharpening soft skills. Foster an atmosphere of continuous learning, improvement, and innovation.2. Provide feedback and coaching during preparation sessions, dry-runs, demos and presentations in order to help SEs hone their skills. Also provide on-going formal oral and written feedback.3. Drive and encourage your team members toward their groups revenue target and partnership in the success of every sales cycle.4. Help develop the larger presales organization through leadership of a solution- or industry-focused community of practice which provides enablement and a voice of the field to solution engineering management.5. Ensure achievement of SE goals and objectives.*_Preferred Qualifications:_** 10 years of relevant solution support preferably in a pre-sales (solution engineering, solution consulting, etc.) role, or in an architect, delivery or professional services leadership role.* Industry and/or solution domain experience in one or more of the industries listed in the above description and in ERP/EPM/Supply Chain domains.* Strong, proven collaboration and verbal and written communication skills.* Polished presentation skills and executive presence* Experience with complex sales engagements and strong sales acumen.* Experience leading regional/industry teams, appropriate knowledge of methodologies and technology.* Demonstrated experience working in a matrix / multi-level management structure.* Proven experience building diverse teams, highly inclusive leadership style, managing people, performance, and sales processes.* Proficiency/knowledge in Oracle solutions and/or in competitive solutions and business models preferred.* Proven leadership, drive for results and can do attitude and a mindset towards continuous process improvement and innovation.**Job:** **Pre Sales***Organization:** **Oracle***Title:** *Solution Engineering Manager - East***Location:** *United States***Requisition ID:** *21000541*"