Job DescriptionAs a Senior Client Advisor, you will support Oracle North American Application Sales. You will engage with Oracle’s most strategic clients to provide thought leadership, and provide recommendations on process, capability, and technology changes to realize operational strategy. Client Advisors help Oracle clients understand the connections and complexities that exist both within an organization, and an organization's surrounding ecosystem of suppliers, partners and providers. They work to disassemble opportunities for transformation into phased, value-based recommendations. Business Architects are trusted advisors to customers, they also engage, collaborate and partner with internal senior leaders, solution engineering, partner & alliances, to execute on long- and short-term account strategies.The ideal candidate must be self-motivated, consultative, confident in working with senior leaders and comfortable in a matrix organization. They should have Significant C-level presentation expertise. To be successful in the role, you will demonstrate:
Strong Understanding of Business Process across different functions like finance, procurement, supply chain, HR, Marketing, Sales, Service etc.
Ability to understand Customer’s strategic Objectives, challenges and opportunities. Be able to translate those into key capabilities and the impact it has on key operational metrics for the customer.
Ability to diagnose current state architecture, able to create a future state architecture and provide a phase wise road map to the customer to achieve the end state goal.
Expert level breadth in business application solutions and transformational technologies.
Background in business process design and consulting.
Preferred Qualifications:
5+ years of Advisory, Solution architecture and Value Engineering
Bachelor’s degree required; MBA or similar through experience is a plus
10+ years of experience in enterprise business software (ERP, SCM, HCM, CX, PaaS etc.)
Industry experience in Retail or CPG or Life Sciences.
Excellent presentation and communication skills
Excellent interpersonal skills such as leadership, teamwork, facilitation and negotiation
Ability to work independently from a home office, on the road, and Oracle office location
Strategic and outcome-based mindset.
Knowledge of architectural approaches.
Proven presentation, communication and facilitation skills with a senior audience.
Demonstrated ability to achieve aggressive goals and deliver on commitments.
Ability to travel up to 50% annually
RESPONSIBILITIES:CUSTOMER FACING
Developing thought leadership, tools and methods on “case for change"
Deep understanding of industry drivers and trends, customer strategy and business objectives.
Gains trusted advisor status by understanding the customer’s business and co-developing strategies
Ability to engage in value selling and value propositions.
Understanding of business challenges and opportunities at the customer and able to identify business capabilities and architect solutions using the Oracle portfolio.
Acts as an expert and evangelist for Oracle solutions, technology, digital transformation, Oracle strategy and Oracle vision.
Maintains up to date product and technical knowledge of the Oracle portfolio
Maintains awareness of competitor and partner applications
Articulate the advantages of Cloud technology and Cloud economics.
Communicates directly and effectively with customers at all levels (C-Suite to line level managers)
Leads strategic/value-based discussions rather than feature/function discussion.
Architect and orchestrate large multi-product pursuits.
Define messaging and orchestrating demo to value.
Innovative work around to position lean solutions and address gaps in Oracle solutions.
Co-develop Roadmap to value with implementation partners.
SALES
Identifying sweet spot opportunities in accounts
Driving program with compelling value proposition and path to Cloud.
Leading business development conversation with customers to create new opportunities.
Influence partners to lead with Oracle solutions.
Co-develop Deal Economics linked to business benefits and project deployment with Account Directors
Orchestrates communication between relevant SMEs when necessary (internally or externally with customers/partners)
Works closely with the sales teams on account planning and winning sales strategies
Assembles and leads a multi-discipline team that executes the win strategies and themes.
Increase win rate, deal size and net new revenue
Drive expansion opportunities at current customers
Improve Customer retention.
Shape and Influence win strategy
ADVOCACY
Identify gaps in Oracle solutions and share primary requirements with Product Development
Democratize thought leadership tools and methods within the team and rest of Oracle.
Develop positioning of cross- product solutions.
Career Level - IC5ResponsibilitiesPartners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.Disclaimer:Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.Range and benefit information provided in this posting are specific to the stated locations onlyUS: Hiring Range: from $140,000 to $232,300 per annum. May be eligible for equity and compensation deferral. Eligible for commission with an estimated pay mix of 50/50 - 70/30.Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.Oracle US offers a comprehensive benefits package which includes the following:
Medical, dental, and vision insurance, including expert medical opinion
Short term disability and long term disability
Life insurance and AD&D
Supplemental life insurance (Employee/Spouse/Child)
Health care and dependent care Flexible Spending Accounts
Pre-tax commuter and parking benefits
401(k) Savings and Investment Plan with company match
Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
11 paid holidays
Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
Paid parental leave
Adoption assistance
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.About UsAs a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.Disclaimer: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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law. Which includes being a United States Affirmative Action Employer
