Oracle Solution Engineering Manager in Santa Clara, 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 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.
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.
Preferred Location: Western United States
We are searching for a motivated and passionate individual, who can lead a Solution Engineering team and work closely together with the Sales organization, selling Oracle s market-leading Enterprise Resource Management (ERP), Enterprise Performance Planning (EPM) and Human Capital Management (HCM) solutions for businesses in the west Majors business sector. This SE Manager will support accounts across a variety of industries (i.e. High Tech, Industrial Manufacturing, Transportation, Oil & Gas, Professional Services, etc) in the Western United States.
Your key objectives are:
Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of sustained success.
Be a partner to the business 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, using compelling, innovative and creative tools and techniques.
Success is defined in part through the following:
Partnership with Sales Partnership
Manage a partnership with your key stakeholders to help develop a strategic plan for the industry/regional sectors you support. Help develop great opportunity and account strategies and engage the appropriate presales teams to support them. You will also provide coaching on deal opportunity reviews, discovery preparation, dry runs, and demonstrations. You will act as a sponsor or a lead for certain key deals and accounts. You will be expected to understand the status and plan for execution on top opportunities and step in to help where and when needed. You will also run regular business reviews with sales management to ensure alignment on priorities and progress on key deals.
Create 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. Typical activities include: Team meetings, 1:1s, Best practice sharing. Weekly time card review and approval, overtime review and approval, expense report review and approval, and weekly time entry and data quality. 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_
Collaborate with sales management and sales account executives to plan accountstrategies through participation in informal and formal account reviews. Be informed of deal statuson key opportunities and engage where needed to help manage activities and ensure that SEinvestment and activities are well planned and executed.
Demonstrate innovative approaches to pipeline development and sales cycles.
Balance the required presales investment with the value of each opportunity by engaging theappropriate presales team for qualified sales opportunities, including the identification of a presaleslead. Personally engage as needed to support the business.
Enforce consistent presales processes, including opportunity management, dry-runs anddiscovery sessions, to ensure superior demos, and presentations, resulting in flawless execution ofthe sales cycle. Ensure consistency and quality in SE preparation and delivery of sales cyclesteps.
With select sales cycles, build strategic partnerships with key decision makers in customerorganization.
_Key Team Development Tasks_
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.
Provide feedback and coaching during preparation sessions, dry-runs, demos andpresentations in order to help SEs hone their skills. Also provide on-going formal oral and writtenfeedback.
Drive and encourage your team members toward their group s revenue target andpartnership in the success of every sales cycle.
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 solutionengineering management.
Ensure achievement of SE goals and objectives.
10 years of relevant IT solution support e.g. pre-sales, architecture, delivery or professional services experience.
Industry experience in one or more of the industries listed in the above description.
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 in Oracle solutions, competitors, technology, and business models preferred.
Leadership, drive for results and can do attitude and a mindset towards continuous process improvement and innovation.
Job: *Pre Sales
Title: Solution Engineering Manager
Location: United States
Requisition ID: 190013SF
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