Oracle ERP PreSales Sr. Manager- East Region in Lehi, Utah
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 sales cycle.
As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.
Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent.
Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.
Solution Engineering Manager Job Description:
If you have passion for leading a team to solve customer problems using Oracle s best-in-class Cloud solutions, while at the same time helping Sales meet their goals and expand market share, then you might just be the right candidate for this Solution Engineering management position. The person who secures this role will have an opportunity to contribute to one of the most important transformations in the history of Oracle. Would you like to be a part of that?
The Regional Solution Engineering Manager should be a highly motivated individual who s enthusiastic about establishing a productive partnership with Sales, leading SEs to execute flawless sales cycles, and improving the way we run our pre-sales business in general. Your drive, passion and experience will facilitate increased revenue fueled by happier SEs and customers alike.
The Solution Engineering Manager is responsible for leading a team of Solution Engineers who work closely with the Sales organization to sell Oracle s market-leading Cloud solutions in the areas of ERP, SCM and EPM.
Your three key objectives are:
Be a partner to the business and ensure your team is working on the right things at the right time and in the right manner.
Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded for their contributions in achieving continuous success.
Bring fresh ideas to your management in the spirit of improving the way we conduct our pre-sales function.
More details on these three things are:
Build a partnership with the Area VP of Sales and his management team. There are both strategic and tactical elements to the partnership. On the strategic front, contribute to formulating a plan for targeting and penetrating the accounts in the area. Specific strategic activities include participating in business reviews; collaborating on effective account plans; and formulating approaches to building pipeline.
More tactically, you will work with Regional Managers and their sales reps to develop effective opportunity plans and engage the appropriate resources from your team and beyond to execute them successfully. To that end, you will design solutions to complex customer challenges; lead dry runs and dress rehearsals; and provide event feedback to facilitate continuous improvement. You will also act as a sponsor or a lead for select key deals. Further, you will participate on forecast calls to better understand upcoming/future demand and ensure that the Regional Managers who you support (under the AVP) are getting what they need from your team.
Modernize the way your team engages with customers using compelling, innovative and creative tools and techniques. Create and sustain an environment where your team is enabled to deliver world-class customer events while, at the same time, taking their careers in the direction that maximizes job satisfaction. Typical activities include: SE development plans, team meetings, 1-on-1 calls, internal demos, best practice sharing, bonus allocation, overtime management, activity entry monitoring, and various administrative activities.
Suggest fresh ideas to overcome challenges and/or improve the way we conduct our pre-sales function. Lead or participate in the projects that bring these ideas to life.
Solution Engineering Manager Sales Execution Tasks:
Collaborate with sales management and their teams to plan account strategies through participation in formal and informal account reviews.
Demonstrate innovative approaches to pipeline development and sales cycle support for the aligned sales teams.
Balance the required pre-sales investment with the value of each opportunity, challenging when appropriate
Qualify early-stage sales opportunities.
Engage the appropriate pre-sales resources to support qualified sales opportunities, including the identification of a Lead SE where appropriate.
Enforce consistent presales processes, including CRM-based opportunity management, discovery sessions and dry runs to ensure that presentations/demos are compelling and yield the best win rates possible.
Build strategic partnerships with key customer stakeholders in select sales cycles.
Maintain high-level knowledge of Oracle s entire solution suite and key competitors.
Deliver presentations to internal audiences and customers.
Monitor the impact of each pre-sales team member across sales opportunities in order to fairly compensate each SE with quarterly bonuses.
Solution Engineering Manager Team Management Tasks:
Foster an atmosphere of continuous improvement.
Identify areas of development for each team member and define the associated tailored learning plans.
Monitor and participate in the activities that facilitate the desired learning goals.
Provide feedback and coaching after dry-runs, presentations and demos in order to help team hone team skills.
Provide formal oral and written feedback during annual performance management reviews.
Ensure a fair compensation process that rewards people for taking on additional responsibility and contributing more.
Use an objective, data-driven process along with other subjective criteria to evaluate candidates in order to identify the best new hires available in the market.
Lead and drive your team members in a way that s fully aligned with achieving the group s revenue target.
Collaborate with your peers to ensure that we re leveraging and sharing best practices across the broader Oracle SE community.
Be resourceful and creative. Consider how existing solutions might be combined to leverage new sales opportunities. Try innovative approaches and techniques.
Ensure adherence to, and regular review of, the ERP/EPM/SCM Solution Engineering Charter.
Solution Engineering Manager Experience:
10 years of experience with packaged applications software (e.g., pre-sales, delivery, education).
5 years of pre-sales experience.
3 years of management experience preferred.
Deep background in combination of ERP, SCM and/or EPM applications.
Results-driven positive leadership style.
Experience leading regional/architecture teams in highly competitive sales environment.
Demonstrated experience working in a matrix / multi-level management structure.
Ability to lead strategically while, at the same time, providing hands-on support selectively when needed.
Proficiency in Oracle solutions, competitors, technology, and business models preferred.
Experience in building, motivating, and leading teams; managing performance; and supporting sales.
Solution Engineering Manager Education
Bachelor s degree required
Master s degree preferred
Job: *Pre Sales
Title: ERP PreSales Sr. Manager- East Region
Location: United States
Requisition ID: 20000MV0