Scope: Supporting the sales team with account planning, identifying potential customer requirements and progression through to opportunity creation via strong discovery techniques. To work beyond single product discussions to architect solutions based upon customer requirements. Support sales with demonstrating to the customer how the technical solution will provide business value with positive outcomes. Ability to communicate functionality and lead discovery discussions with customers in technical roles. Ability to shift from functionality level and articulate high-level business value benefits when meeting executive/c-suite level customers.
Responsibilities
The Account Software Engineer is responsible for defining, developing and supporting the sales process for technology solutions with account teams. Responsible for technical consulting work with customers in selling and supporting Oracle core technology software. Provides technical support in sales presentations, product demonstrations, and customer education/training.
You will support the Oracle Sales Rep for a set of industry aligned customers, covering both pre-sale and post-sale activities. You will need to build relationships, drive advocacy, educate and discover via workshops. The ultimate priority is to discover opportunities that can leverage Oracle Technology across hybrid cloud and on premises environments. The focus is on the right solution for the customer and to deliver business value.
Where required, provide technical account management and continuous engagement to technical contacts within the customer. Project manage and plan customer workshops, product demonstrations and Proof of Concepts to help customers understand product functionality to maximise use of their Oracle investment. Act as the Oracle Technology Software Trusted Advisor for the customer.
Job Summary
1. Customer aligned, this role is responsible for the adoption, usage and expansion of Oracle core Technology Software products and solutions within the customer.
2. Drives alignment with the Oracle Sales Rep, works together as a team with sales to create, define and drive sales strategy
3. Execute Technical Qualification to validate sales opportunities
4. Orchestrates the technical teams/skills required to ensure our technology is driving customer business outcome and sustainable usage/growth
5. Builds and maintains ongoing technical engagement plan for and with the customer
Career Level - IC4
#LI-DNI
Role and responsibilities:
Opportunity Analysis
6. Gathers and assesses customer needs, both business and technical.
7. Identifies related needs (lead generation, opportunity expansion).
8. Identifies impact of customer doing nothing.
9. Identifies likely problem areas that require attention.
10. Identifies probable competition, product training needs and evaluates relative Oracle strengths.
Solution Planning and Design
11. Architects an appropriate technical solution to meet the customer's business requirements.
12. Investigates and optimises a solution's fit to the requirements of an opportunity, both current and future.
13. Establishes the validity of a solution and its components.
14. Identifies the growth path and scalability options of a solution and includes these in design activities.
15. Generates an implementation plan with timelines for the solution.
16. Actively involved in the Oracle account team in defining and driving the growth strategy.
17. Understands customers overall portfolio, IT and business priorities and establishes a solution that addresses customer needs.
18. Informs customer on Oracle core Technology products and how they will create value and competitive differentiation.
19. Presents Oracle's technology demonstrating deep familiarity with infrastructure, security and integration capabilities.
20. Acts as customer SPOC for Technology Software Presales including: Leads activities and assembles virtual software engineering teams to help position the value of Oracle’s technology, to set and continually meet customer together, project manage and leads Domain Specialist Engineers, Solution Architects and other Oracle teams to support solution building, preparation, presentation and ultimately, delivery of the Oracle solution.
Skills and profile
21. Broad technical experience of Oracle Technology Software core products which includes Oracle Database, Oracle Database Options and Middleware. Ability to have high-level understanding of these products, functions and business benefits
22. Excellent communication and presentation skills with high degree of comfort speaking across all levels of management (. IT management, Architects, administrators and executives).
23. Presales and discovery experience with customers
24. Broad technical experience of Oracle software solutions along with high levels of experience in implementing Oracle technology adoption including a good understanding of software architecture.
25. Demonstrates leadership capability including the ability to delegate activities and involve the right teams/skills sets.
26. Clearly able to articulate the Oracle technology offerings in the market and with the ability to discuss architectures including hybrid Technology and Cloud environments
27. Translates customer needs into solutions enabling the customer to achieve their goals
28. High level of commercial business understanding
29. Intelligence to identify key trends and insights and leverage them in driving decision making and execution within customer
30. Experience in engaging and influencing senior leaders.
31. Ability to build relationships to grow business.
32. Act as a partner to our customers, not just a vendor.
33. Strong collaboration skills and drive for impact and influence