Oracle Principal Solution Architect | Oracle Utilities in Troy, Michigan
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.
Principal Solution Architect | Oracle Utilities
Oracle Utilities Solution Architects are hard to find. They need technical expertise deep enough to answer engineer-level integration questions and broad enough to persuade CIOs to buy SaaS rather than build on premise. They can prepare and deliver compelling presentations, and they can sense when to ditch the script and engage with people rather than slides. They thrive on complexity. They re crazy about understanding how things work. They exercise great judgment every day to craft integrated cloud solutions that solve utility business problems. As proposals become delivery projects, they enjoy the work of identifying and removing risks, building consensus, and preparing cross-organizational teams to get to work.
This isn t a pure technical sales or pure enterprise architecture role - it s both. And in this particular role, you ll get to be both kinds of expert for some of our most strategic, high-growth accounts in the heart of Oracle Utilities North American client base. You ll work at the intersection of R&D, sales, functional presales, and implementation consulting teams - where big promises become real technology deliverables for our utility clients. You have an opportunity to make a broad impact on how utilities operate and serve millions of energy and water consumers.
In this role, you will
Listen to our clients. Guide them towards sharing not just their ideas for solutions but their underlying business problems and priorities.
Become fluent in the value of Oracle cloud technology and Oracle Utilities SaaS products, and describe for our clients how they work together to solve problems.
Craft solutions from Oracle Utilities SaaS products and Oracle cloud technology to meet your clients most pressing needs and set them up for long, healthy relationships with us.
Serve as an expert in how Oracle Utilities SaaS products are integrated, secured, and technically operated in the cloud. Help clients plan a transition from on-premise to cloud operations.
Close the technical side of the sale. Differentiate our technology and our SaaS products from other managed hosting solutions, handle technical objections, educate clients on Oracle cloud security and tech ops, and earn their confidence in our ability to deliver.
Ensure your client s expectations of your proposed solution are good and your solution s scope and costs are clear as we go into contracting.
Get your friends in implementation consulting ready to work. Put deal context customization needs, and delivery risks on paper, then hand off high-quality solutions for implementation.
Consult with your friends in presales, R&D, and implementation consulting when you get tough questions from our clients.
Enable your friends on the field sales team to pitch the right solution to the right client in the right way, and help them make good decisions about solution scope and deal strategy.
Partner with our product and marketing teams to ensure our market-facing messaging is solid and our roadmap reflects the biggest opportunities in front of us. Help enable your colleagues to sell what s coming next and how those hot new products & features will work.
More about you
You have a BA/BS preferably in computer science or an electrical grid-related engineering discipline
You have 10 years of technical presales and/or enterprise software implementation experience
You ve led the technical sale or design and implementation enterprise-scale software systems, including the nuances of system architecture, integrations, security, and support... and you made it look easy
You understand the differences between CIS, MDM, and OMS systems, how they integrate, and how they work together to enable utility business processes
You know the differences between an IDS and a SIEM, and between a data controller and a data processor under GDPR.
You understand why clients sweat the details of access controls, disaster recovery plans, SLAs, maintenance windows, change management procedures, etc. And those details don t phase you at all.
You have a deep understanding of and ability to persuasively discuss system integration, data warehousing, and SaaS technologies
You tell a good story, and you re comfortable presenting to both technical and executive audiences
You have solid consulting skills: requirements gathering, objection handling, cost/benefit analysis, risk management, and consensus-building
You know how to manage projects, keep details from getting lost, and keep collaboration strong within a cross-functional team
You thrive in fast-paced, informal, team-focused environments where constant change is the norm and the bar for quality is set high
You know how to keep it fun
You like the idea of spending 20-50% of your time travelling to see our prospective clients
You can get things done from anywhere in the United States as part of a virtual team. A home base in our Arlington, VA or San Francisco, CA office is preferred but not required.
Job: *Pre Sales
Title: Principal Solution Architect | Oracle Utilities
Location: United States
Requisition ID: 18000ZZ5