 MAIN TASKS AND RESPONSIBILITITES The Fusion Middleware Sales Consultant will be responsible for providing presales technical / functional support to prospective clients, customers and partners in the communication, media and utilities industries while ensuring customer satisfaction with minimal supervision. Acts as a technical resource for less experienced Technology Sales Consultants. Develop and deliver high quality Oracle presentations and demonstrations. Present and articulate advanced product features and benefits, product future direction of Oracle Fusion Middleware solutions. Design, validate, and present Oracle Fusion Middleware solutions to include advanced product concepts, future direction, and 3rd party complimentary products. Assist in developing and managing reference sites through high quality technical, professional client relationships. Sales Consultants are responsible for assisting the direct sales force in generating pipeline cover and facilitate movement of sales activity from initiation to closing.. In addition to the generic Oracle Fusion Middleware responsibilities the Sales Consultant should have specific knowledge on Telecoms, Media and Utility industries. SCOPE: - Reports to the Technology Sales Consulting Manager in the Communications, Media and Utilities (CMUT) Industry Business unit. - Works with Oracle Sales Consultants and Oracle Solution Sales Specialists. - Works with Industry Account Managers and Directors - Works with Oracle Partner community in virtual teams when needed. - Engages with Client architects to facilitate the design of appropriate solution architectures to meet client needs. - Carries a team quota, although performance will be measured on an individual basis - Works towards annually agreed goals and objectives with quarterly measurement RESPONSIBILITIES: Present Oracle's Fusion Middleware solutions, including Identity Management, Business Intelligence, Service Oriented Architecture, Content Management, Web 2.0 Technologies and J2EE Infrastructure as they apply to the customer's unique needs and problems. Demonstrate the technical and business benefits of the Oracle Fusion Middleware solutions to the customer Provide deep technical expertise during the sales cycle Assist in product areas outside of core responsibility when possible. Develop and manage responses to RFP's and RFI's for prospects and share responsibility for the account sales strategy Must be able to technically 'close' the deal. ACCOUNTABILITIES: Achieve Technology Sales Target in the Communications, Media and Utilities industry. Understand Oracle's strategic direction and be able to communicate it effectively to customers, partners and Oracle employees. Maintain a detailed product knowledge of the Oracle solution set, value proposition and competition and ensure this knowledge is transferred to all relevant constituents. Assist Direct Sales Reps in identification of new opportunities in the customer base. Assist Direct Sales Reps in developing sales opportunities by providing technical, industry and architecture into the sales process. Maintain a detailed knowledge of industry requirements and developments that impact on client business and Oracle solutions. KNOWLEDGE AND COMPETENCY REQUIREMENTS Education / Qualifications: - B degree in Computer Science or Business and 5 years relevant industry experience Experience / Technical / Professional knowledge: - Five years middleware technical experience either as a sales consultant (presentations, demos…) or consultant (delivery) - An understanding of enterprise architecture and technical architecture - Knowledge of J2EE platform and standards (XML, Java, Web Services…) - Experience with competing technologies in the area of middleware (no prior experience with Oracle Fusion Middleware is necessary although it would be an advantage) - Exceptional presentation, time management, and organizational skills - Outstanding communication skills, both written and spoken - Influencing and negotiating skills |
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