Oracle ERPM Solution Engineering Manager in Solna, Sweden

ERPM Solution Engineering Manager

Preferred Qualifications

SolutionEngineering Manager – ERP, SCM, EPM


If you have a passion for people and

for dazzling your customers with great presentations and engaging sessions,

then this represents the perfect opportunity to blend your skills with your

functional and business acumen. You will now have the chance to make an impact

on one of the most important transformations in the history of Oracle.

For the role of Solution Engineering

Manager, we are searching for a motivated and passionate individual, who can

lead a Solution Engineering team and transform it towards excellence. With your

drive, and goal-getter attitude, you’ll play a key role in

driving change for

your region.

The Solution Engineering Manager is

responsible for leading a team of Sales Engineers which works closely together

with the Sales organization, selling Oracle’s market leading cloud solutions in

ERP, SCM and EPM. You will report to the Nordic Solution Director for ERP, SCM

and EPM

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 by

promoting re-use and use of our Sales Consulting Centre services.

Modernize the way your team engages

with customers, using compelling, innovative and creative tools and techniques.

There are four main aspects to the


Strategic Sales Partnership

Manage a partnership with your key

stakeholders to help develop a strategic plan for the industry sectors you

support and the way you will work together on executing the plan.

Tactical Sales Partnership

Help develop great opportunity and

account strategies and engage the appropriate presales teams to support them.

You will also run and attend deal clinics and reviews, dry runs and dress

rehearsals. You will act as a sponsor or a lead for certain key deals and

accounts. You will also run regular business reviews with sales management to

ensure alignment on priorities and progress on key deals.

Team Management

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, above all, a

happy team. Typical activities include: Team meetings, 1:1s, Best Practice


Business improvement initiatives

You will also be expected to lead or

participate in projects and initiatives across Sales Consulting to help solve

problems and improve as a business.

Key Areas of Responsibility andTasks

Sales Execution Tasks :

  • Collaborate with sales management

and sales account executives to plan account strategies through participation

in informal and formal account reviews.

  • Demonstrate innovative approaches

to sales cycles and pipeline development.

  • Balance the required presales

investment with the value of each opportunity, challenging when appropriate

  • Engage the appropriate

presales team for qualified sales opportunities, including the identification

of a presales lead / solution captain.

  • Enforce consistent presale

processes, including CRM-based opportunity management, dry-runs and discovery

sessions, to ensure superior demos and presentations.

  • With select sales cycles,

build strategic partnerships with key decision makers in customer organization.

  • Monitor the impacts of each

presales team member throughout each sales cycle in order to fairly compensate

each member once the deal closes

  • Maintain high-level knowledge

of Oracle’s entire solution suite and key competitors

Balance the utilization level of the

team, including investment in business development activities, necessary to

build the pipeline for the aligned sales teams

  • Qualification of sales


Team Development Tasks:

  • Identify areas of development for

each team member and work with each to define and execute a tailored learning

plan. Foster an atmosphere of continuous learning and improvement.

  • Monitor the development

activities towards industry and solution learning goals.

  • Provide feedback and coaching

after dry-runs, demos and presentations in order to help them hone their


  • Provide formal oral and written

feedback during bi-annual performance management reviews

  • Ensure a fair compensation

process for software revenue activities in collaboration with the CSMs.

  • Drive and encourage your team

members toward their revenue targets and aim for target quota attainment.

  • 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 management.

  • Be resourceful and creative.

Consider how existing solutions might be combined to leverage new sales

opportunities. Try innovative approaches and techniques.

  • Ensure adherence to, and

regular review of the Presales People Charter.

Experience & LanguageRequirements

  • Extensive relevant presales

experience together with (some) people management experience

  • Proficiency in Oracle

solutions, competitors, technology, and business models preferred

  • Leadership, drive for

results and “can do” attitude

  • Experience in:

  • Leading teams

  • People Management

  • Performance Management

  • Sales and sales processes

  • Building and motivating



. Bachelor equivalent: minimum


. Master equivalent: optional

. MBA / Ph.D.: optional

Professional Training &Certification

. Value Engineering

. Value Lifecycle Manager

. Industry Certification

Detailed Description and Job Requirements

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.

Manages and controls activities in multi-functional areas of sections. Ensures appropriate operational planning is effectively executed to meet Corporate business needs. 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.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Pre Sales

Location: SE-SE,Sweden-Solna

Job Type: Regular Employee Hire

Organization: Oracle