The role :
Being the technical presales lead for large Oracle customers and reporting to the Presales organization in Saudi
The technical face of Oracle for large accounts with the mission to maximize the revenue potential identified during account planning sessions
Ensure that Oracle products and cloud services are included in the customer IT roadmap and future projects
Influence / help drafting customers Rfx and support joint proposition development, marketing and selling activities
Inspire customers to develop business cases, projects in the context of Cloud and Digital transformation
Advising customers on how Oracle is positioned relative to the competition on key IT issues
Advising customers on key IT trends for a specific industry
Accountable for defining, coordinating all sales consulting (presales) delivery activities within the accounts from discovery to close
Understanding and representing customer business strategy, IT policy and current Architecture.
Discovering and formalizing customer's business and technical requirements using appropriate tools and techniques
Formulating appropriate customer solutions combining Technology, Oracle Applications, Hardware and Partner offerings
Developing high level transition and implementation roadmaps to describe how customers can transition to proposed solutions
Working alongside experts to formulate cost / benefit analysis, TCO and ROI cases Engaging as 'solution manager / owner' on key accounts and opportunities
Owning the definition and integrity of the solution architecture on major / strategic bids
Proper seniority and maturity level to represent Oracle Product in large accounts
Strong Technical background in one of the Oracle technology
Strong relational capabilities to build relationships with customers at all level including C-level and LOBs
Having follow or going to follow a formal Architecture certification like Togaf or Open Group Certified Architect
Banking and / or Teleco industry knowledge is a plus.
Talented graduate in Computer Science / Engineering with minimum of 5 years of IT experience in transformational projects at large customers.
Willing to work in Saudi in Riyadh.
Have worked with Oracle or non-Oracle products on the public cloud.
Fluent in English. Arabic is a plus.
Excellent presentation and communication skills.
Understanding of the sales process and having pre-sales experience.
Willingness to work towards achieving goals in a changing and challenging environment.
Team player who can motivate and lead.
Self-dependent and proactive professional.
Capable of positioning and selling concepts and solutions to IT and business managers
Demonstrated ability to plan tasks and follow-up actions.
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 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.
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, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).