Principal Sales Consultant

Applicants are required to read, write, and speak the following languages: Spanish, English. POSITION: Principal Sales Consultant LINE OF BUSINESS: Public Sector Colombia Preferred Qualifications: The Principal Sales Consultant is responsible for providing technical solution support to help drive mid to large enterprise deals. You will help design and validate Oracle Core Technology software solutions. This includes the ability to uncover business requirements, develop a technical sales strategy, and create and effectively demonstrate solutions that address customer requirements. The Key objectives are: Help drive and provide support of Oracle Technology related field sales opportunities. Proactively engage with Oracle Field Sales Account teams. Uncover business requirements and develop a technical sales strategy. Work with Customers and Oracle Internal teams to solve technical problems in varied political environments. Effectively present and demonstrate solutions that address customer requirements. Work as part of a team balancing multiple projects/opportunities in a team-selling environment. Remove technical barriers to sale. Effectively present and communicate to prospective customers and internal teams. The Principal Sales Consultant will be performance measured against Oracle KPIs to meet License objectives for the Technology Line of Business. SPECIFIC RESPONSIBILITIES: Work closely with Oracle Field Account Sales Teams, Customers and Partners to help drive Oracle Technology adoption. Provide specialist product knowledge and domain expertise in support of Oracle Technology solutions. Be creative with strong problem-solving skills, and the ability to adapt and succeed in a fast paced and dynamic environment. Coach/advise the sales teams on effective ways of dealing with competitive traps and objection handling. Formulate and lead solution engagement with potential and existing customers in design & deploying solutions on On Premise, in Private & Public Clouds. Qualify, validate and ensure that the appropriate solutions and products are proposed and that associated activities are agreed with the sales team. Lead discovery sessions with customers and technical evaluators, business users, executives. Find innovative ways to help drive Oracle Database technology adoption with large customers. Articulate the value of the proposed Oracle solution in the context of the customer's business problem and requirements, and demonstrate competitive superiority. Act as solutions expert and orchestrate resources across the organization to respond to customer queries to present a holistic solution. Build/leverage assets that help simplify available information into key sales messages, helping sales teams with value-based selling, business case definition, ROI analysis, position references and analyst data. Complete RFP/RFI responses, sizing and capacity estimates, and cost-benefit/ROI analysis. Ability to craft proposals, and technical business cases outlining or helping drive technology adoption. Design, build, and demonstrate prototypes/Proofs of Concept that highlight the key strengths of the Oracle Technology solution set for customer opportunities. Establish Relationships with Customers and Sales Reps. Design/leverage and implement programs that assist with identifying adequate pipeline to ensure over-achievement of regional sales targets. Coaching and actively participate in organizational skill exchanges and transfers expertise to others. Continuous improvement in self-research, learning and readiness on new Public and Hybrid Cloud service offerings. Drive activities through workshops and marketing events to increase awareness, demand and adoption of Oracle's Technology Solution portfolio of services and products both On Premise and Oracle Cloud. Coverage is the New Zealand region based in Auckland or Wellington. Travel as required. RELEVANT EXPERIENCE and TRAINING: Knowledge and Skills: Typically 6-10 years of experience in the IT industry, preferably with at least five years in a similar role. Strong problem solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment. Strong interpersonal skills with proven ability to communicate across all levels and effectively adapts to varied situations. Superior presentation and demonstration skills. Work as a team player by contributing, learning and sharing new knowledge. Continuous improvement in self-research, learning and readiness on the new product offerings. Experience in designing & deploying solutions on On Premise, in Private & Public Cloud environments AWS, Azure and with Oracle cloud. Hands-on experience in software application development using cloud native technologies, and agile development methodology. Hands-on experience with Oracle data management and Fusion Middleware technologies. Solution architecture experience in a large corporate or enterprise environment. Experience selling complex software solutions to sophisticated enterprise customers. Ability to and experience with identifying customer business challenges and objectives. Ability to and experience with translating technical solutions into business value. Ability to and experience with demonstrating, describing, and explaining complex technology in a clear and concise way. Effective and compelling presentation skills. Experience with developing complex enterprise architectures. Ability to quickly learn new technical concepts and apply them in customer conversations. Ability and experience with developing customer relationships and earning trust. Experience managing competing priorities and demands on time. 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. Career Level: IC4 As a world leader in cloud solutions, Oracle uses tomorrow's technology to tackle today's problems. 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