Oracle Regional Solution Engineering Manager in Hato Rey, Puerto Rico
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.
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.
If you have a passionfor people and for dazzling your customers with great presentations andengaging sessions, then this represents the perfect opportunity to blend yourskills with your functional and business acumen. You will now have the chanceto make an impact on one of the most important transformations in the historyof Oracle.
For the role of RegionalSolution Engineering Manager , we are searching for a motivated and passionateindividual, who can lead a Regional Solution Engineering team towards excellence. With your drive, andgoal-getter attitude, you ll play a key role in driving change for yourregion.
The Solution EngineeringManager is responsible for leading ateam of Solution Engineers which workclosely together with the Sales organization, selling Oracle s market leadingcloud solutions in ERP, SCM and EPM.
Your key objectivesare:
Create and sustain anenvironment where your team is inspired, informed, educated, enabled,recognized and rewarded with the goal of sustained success.
Be a partner to thebusiness and ensure your team is working on the right things, at the right timeand in the right manner.
Maximize your teams productivity by promoting re-use and use of our SolutionEngineering Shared Services.
Modernize the way yourteam engages with customers, using compelling, innovative and creative toolsand techniques.
There are four mainaspects to the role:
*Strategic Sales Partnership *
Manage a partnershipwith your key stakeholders to help develop a strategic plan for the industry/regionalsectors you support and the way you will work together on executing theplan.
*Tactical Sales Partnership *
Help develop greatopportunity and account strategies and engage the appropriate presales teams tosupport them. You will also run and attend deal clinics and reviews, dry runsand dress rehearsals. You will act as a sponsor or a lead for certain key dealsand accounts. You will also run regular business reviews with sales managementto ensure alignment on priorities and progress on key deals.
*Team Management *
Create and sustain anenvironment 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, BestPractice sharing. Weekly time card review and approval, overtime reviewand approval, expense report review and approval, and weekly time entry anddata quality.
*Business improvement initiatives *
You will also beexpected to lead or participate in projects and initiatives across Solution Engineering to help solve problemsand improve as a business.
Key Areas ofResponsibility and Tasks
_Sales ExecutionTasks: _
Collaborate with salesmanagement and sales account executives to plan account strategies throughparticipation in informal and formal account reviews.
Demonstrate innovativeapproaches to sales cycles and pipeline development.
Balance the requiredpresales investment with the value of each opportunity, challenging whenappropriate
Engage the appropriatepresales team for qualified sales opportunities, including the identificationof a presales lead
Enforce consistentpresales processes, including CRM-based opportunity management, dry-runs anddiscovery sessions, to ensure superior demos, and presentations, resulting inflawless execution of the sales cycle.
With select salescycles, build strategic partnerships with key decision makers in customerorganization.
Monitor the impact ofeach presales team member throughout each sales cycle in order to fairlycompensate each member once the deal closes
Maintain high-levelknowledge of Oracle s entire solution suite and key competitors
Balance the utilizationlevel of the team, including investment in business development activities,necessary to build the pipeline for the aligned sales teams
Qualification of salesopportunities.
_Team DevelopmentTasks: _
Identify areas ofdevelopment for each team member and work with each to define and execute atailored learning plan. Foster an atmosphere of continuous learning andimprovement.
Monitor thedevelopment activities towards industry and solution learning goals.
Provide feedback andcoaching after dry-runs, demos and presentations in order to help them honetheir skills.
Provide formal oraland written feedback during annual performance management reviews.
Ensure a faircompensation process for software revenue activities in collaboration with the ASMsand other SE Managers.
Drive and encourageyour team members toward their groups revenue target .
Help develop thelarger presales organization through leadership of a solution- orindustry-focused community of practice which provides enablement and a voice ofthe field to solution engineering management.
Be resourceful andcreative. Consider how existing solutions might be combined to leverage newsales opportunities. Try innovative approaches and techniques.
Ensure adherence to,and regular review of the ERP, EPM, SCMSolution Engineering Charter.
10 years of relevantIT solution support e.g. pre-sales, architecture, delivery or professionalservices experience
5 years of personnelmanagement experience
5 years presales experience
Experience leading regional/industry/architectureteams, appropriate knowledge of methodologies and technology
Demonstratedexperience working in a matrix / multi-level management structure
Proven experiencebuilding diverse teams, highly inclusive leadership style
Proficiency in Oracle solutions, competitors, technology, and businessmodels preferred
Leadership, drive for results and can do attitude
Sales andsales processes
Buildingand motivating teams
. Bachelorequivalent: minimum requirement
. Masterequivalent: optional
Job: *Pre Sales
Title: Regional Solution Engineering Manager
Location: United States
Requisition ID: 18000HGY