Oracle Oracle Business Architect- Presales in Oakland, California

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.

Oracle is an 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 and protected veterans status or any other characteristic protected by law.

OracleBusiness Architect

An OBA workscollaboratively with sales management and account teams in defining thebusiness value for top opportunities. The OBA has an executive presence and isadept in discussing the complexities of business problems and how technologycan be used to solve those problems.


Work with theregional sales teams to discover, define and articulate the business value ofOracle s solutions in the context of specific customer businesschallenges. Develop pipeline and growexisting opportunities by aligning architectural recommendations, as set forthby Oracle Enterprise Architects, with the resolution of customer specificbusiness problems. Assist regional salesbusiness units in the development of concise business cases and compellingproposals.


  • Work closely with sales engineers and sales reps to identify and create business cases for customers considering Oracle technology.

  • Align with and relate to customers CFO suite (direct reports and in some cases, CFO themselves) on financials and business value of Oracle technology.

  • Developing compelling financial models using different buying vehicles depending on the customers goals (OPEX vs. CAPEX).

  • Develop financial benefit analysis, incorporating the Total Cost of Ownership in order to provide:

o a cost basis for determining the economic value of an investment

o internal rate of return

o economic value add

o ROI/return on information technology

  • In concert with sales engineers and sales reps develop Oracle v. competitive TCO comparisons

  • Serve as the project lead and customer liaison in defining/gaining customer agreement on the scope of customer sponsored business value engagements

  • Lead value based discovery sessions with customers and Oracle team.

  • Work with Oracle architects to articulate a customer future state that will resolve identified business challenges and yield significant customer benefit

  • Work with customer mid-level and senior management in defining and refining the business value associated with Oracle recommended future states

  • Assist sales team in integrating the quantative and qualitative business value statements into customer facing business cases and proposals//


  • Integrate knowledge of customer strategic business objectives, operational objectives and IT best practices to define value across multiple Oracle pillars and customer strategic initiatives

  • Serve as a thought leader within the OBA community by contributing to the overall body of knowledge relative to Business Cases and Customer Use Cases

  • Assist sales teams in navigating the financial aspects of deal preparation, including various procurement strategies

  • Serve as the business value expert and advocate for the Oracle sales region

  • Gain agreement across Oracle internal and customer constituencies by demonstrating a combination of analytical, problem solving and management consulting skills

Required Skill Sets:

-{PS..0}-> -{PS..1}->Executive Presence

-{PS..2}-> -{PS..3}->Strong Presentation skills

-{PS..4}-> -{PS..5}->Strong Listening Skills

-{PS..6}-> -{PS..7}->Ability to Think Critically

-{PS..8}-> -{PS..9}->Ability to Decompose Problems by asking ClarifyingQuestions

-{PS..10}-> -{PS..11}->Strong Problem Solving Skills

-{PS..12}-> -{PS..13}->Strong Research Skills

-{PS..14}-> -{PS..15}->Strong IT acumen

-{PS..16}-> -{PS..17}->Strong Business acumen

-{PS..18}-> -{PS..19}->Strong Financial acumen

-{PS..20}-> -{PS..21}->Strong Project Management skills

-{PS..22}-> -{PS..23}->Fluency in spreadsheet based financial modeling

-{PS..24}-> -{PS..25}->Sales experience - Basic understanding of salesmethodologies

Typical Time Allocation:

-{PS..26}-> -{PS..27}->Customer facing activities - 60%

-{PS..28}-> -{PS..29}->OBA community collaboration - 10%

-{PS..30}-> -{PS..31}->Account development / internal planning - 10%

-{PS..32}-> -{PS..33}->Training & development - 10%

-{PS..34}-> -{PS..35}->Administration/other - 10%

Success Metrics:

-{PS..36}-> -{PS..37}->Investment to License Revenue

-{PS..38}-> -{PS..39}->Forecast Conversion rate on Investment Activities

-{PS..40}-> -{PS..41}->Investment to Deal close rate

-{PS..42}-> -{PS..43}->Average discount on closed deals

-{PS..44}-> -{PS..45}->Number of products per deal

Job: *Pre Sales

Organization: *Oracle

Title: Oracle Business Architect- Presales

Location: United States

Requisition ID: 180008OX