Client Solution Manager-19000VRI

Preferred Qualifications

Client Solution Manager

Location: Brussels, Belgium

New opportunities exist to join the Oracle Consulting sales team!

The role is focused on proactively generating business within the European Institutions, in order to win new Oracle Consulting business, and manage ongoing client relationships in order to maximize consulting revenues. An ability to develop broad, strategic relationships, supporting growth of the Oracle spend in those customers and driving profitable consulting business is key to this role.
Oracle Consulting’s role is to help our present and future customers realize the value of their investment in Oracle solutions. Oracle’s aggressive acquisition strategy means the breadth of products that consulting needs to support requires a sales person who can articulate our value in varied scenarios and build a virtual team of experts to address any opportunity.
Reporting to the Consulting Sales Director (CSD) in Belgium, a high-caliber candidate is sought to represent Oracle Consulting in this important area. The chosen candidate will need to work at a senior level across 3 fronts:
1. Internally – with the cross Line of Business sales teams;
2. Externally – with EU-customers – establishing and developing relationships with key customer contacts;
3. Externally – with partners/systems integrators – working alongside major SIs and partners
It will be important for the individual to be a team player, working closely with all Oracle lines of business, positioning value-added consulting services, supporting and defining the strategy within the different institutions of the EU.

RESPONSIBILITIES:

• Proactive identification, qualification and maximization of consulting opportunities within the defined territory
• Strong sales ability, influencing and value based selling capability, identification of the appropriate Oracle Consulting Value Proposition and interpretation
• Generating proposals either as part of a license led opportunity or proactively for consulting services
• Acting as an ambassador for Oracle Consulting towards the customer
• Working closely with the CSD contributing to the go to market strategy

Generating, communicating and delivering the necessary sales documentation i.e. account plans, close plans and qualification plans

• Managing the bid process for consulting sales proposals
• Accurately forecasting against plans and targets
• Developing and maintaining relationships with key decision makers within the defined territory
• Working closely with the Consulting Delivery teams to ensure successful implementations
• Acting as a point of escalation and resolution for unresolved client issues

ACCOUNTABILITIES:

• Develop value-add consulting propositions with input from all relevant expertise in compliance with Oracle standards
• Present proposals and manage them through the internal and customer’s approval process
• Maintain accurate records of all sales activities and key contacts in the account(s)
• Represent Oracle Consulting, related to the consulting business within the European Institutions
• Produce regular and accurate forecasts as requested by the consulting sales director
• Obtain appropriate management approval for proposals
• Ensure the contracts are legally compliant and commercially viable
• Hand over responsibility for delivery to Consulting Delivery management and monitor the delivery progress
• Feedback on consultants performance to Consulting Delivery management
• Maintain a breadth of knowledge of Oracle’s products and services
• Create and communicate reference sites in line with Oracle’s business processes and procedures

SKILLS / EXPERIENCE:

• Minimum 3-5 years previous sales experience in the IT industry as an individual quota carrying sales person
• EU citizen, holding a European passport
• Willing to work out of Brussels, as the heart of the EU is located in Brussels. But also willingness to travel to EU institutions across Europe
• Fluent in English, Dutch and French. Knowledge of additional languages is an advantage.

WHAT WE OFFER:

Oracle Consulting will provide you:

• An environment that is focused on continuous learning.
• Ample opportunity to train on new products and to develop new personal skills.
• A combination of deploying technical knowledge and sales abilities.
• A challenging and interesting work environment with the possibility for interaction with colleagues, customers and Oracle business partners.
• Attractive salary and benefits, and relocation support
• Excellent possibilities to develop yourself and your career.

Detailed Description and Job Requirements

Responsible for sales of Oracle consulting services.
Responsible for selling a sub-set of Consulting solution and services. Drive gathering and reuse of IP in positioning Consulting solutions. Demonstrates the credibility of Oracles solutions at all levels, but with a particular focus on board members and other key decision makers in the customers organization. Understands the needs and challenges of the customer and is able to link them to a set of solutions provided by Oracle. Able to provide solution demos and presentations. Provides detailed expertise in creating technical solutions for specified needs and for creating cross-solutions where needed. Drive key strategic sales programs and initiatives in alignment with License sales. Able to take a senior role on solution where necessary. Participates in strategic account planning, and can do this for major accounts where significant knowledge of a solution set, including competitive offerings, solutions enabled by the solutions, case studies of implementations, links to development teams and information on future solution development.
8-12 years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop strong business relationships with customers so that they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings. Able to generate consulting services and nurture and close the transaction. 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. Bachelors degree preferred.
As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).