Job description:
If you have a passion for people and for dazzling your customers with great presentations and engaging sessions, then this represents the perfect opportunity to blend your skills with your functional and business acumen.
For the role of Solution Consulting Manager for JAPAC, we are searching for a motivated and passionate individual, who can lead a team based across & supporting Europe, Middle East and Africa towards excellence. With your drive, and goal-getter attitude, you’ll play a key role in driving change.
The Solution Consulting Manager for JAPAC is responsible for leading a team of Solution Consultants who work closely together with the Sales organization, selling Oracle’s market leading Oracle Financial Services Analytical Application (OFSAA) solutions focused on Risk, Treasury & Performance use cases, as well as the underlying data management platform (Financial Services Data Foundation and Analytical Applications Infrastructure)
Your key objectives are:
- Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of sustained success.
- 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.
- Maximize your teams’ productivity by promoting re-use and use of our Solution Consulting knowledge and collaterals from across the globe.
- Modernize the way your team engages with customers, using compelling, innovative and creative tools and techniques.
There are four main aspects to the role:
1. Strategic Sales Partnership
Manage a partnership with your key stakeholders to help develop a strategic plan for the Oracle Financial Services Analytics business across JAPAC and the way you will work together on executing the plan.
2. Tactical Sales Partnership
Help develop great opportunity and account strategies and engage the appropriate solution consulting teams to support them. You will also run and attend deal reviews, dry runs and dress rehearsals. You will act as a sponsor or a lead for certain key deals and accounts. You will also run regular business reviews with sales management to ensure alignment on priorities and progress on key deals.
3. Team Management
Create and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of ensuring you have a successful and, above all, a happy team. Typical activities include: Team meetings, 1:1s, Best Practice sharing. Weekly time card review and approval, expense report review and approval, and weekly time entry and data quality.
4. Business improvement initiatives
You will also be expected to lead or participate in projects and initiatives across Solution Consulting to help solve problems and improve as a business.
Key Areas of Responsibility and Tasks
Sales Execution Tasks:
- Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews.
- Demonstrate innovative approaches to sales cycles and pipeline development.
- Balance the required presales investment with the value of each opportunity, challenging when appropriate
- Engage the appropriate presales team for qualified sales opportunities, including the identification of a presales lead
- Enforce consistent presales processes, dry-runs and discovery sessions, to ensure superior demos, and presentations, resulting in flawless execution of the sales cycle.
- With select sales cycles, build strategic partnerships with key decision makers in customer organization.
- Monitor the impact of each presales team member throughout each sales cycle in order to manage employee development
- Maintain high-level knowledge of Oracle’s entire solution suite and key competitors
- Balance the utilization level of the team, including investment in business development activities, necessary to build the pipeline for the aligned sales teams
- Qualification of sales opportunities.
Team Development Tasks:
- Identify areas of development for each team member and work with each to define and execute a tailored learning plan. Foster an atmosphere of continuous learning and improvement.
- Monitor the development activities towards industry and solution learning goals.
- Provide feedback and coaching after dry-runs, demos and presentations in order to help them hone their skills.
- Provide formal oral and written feedback during annual performance management reviews.
- Drive and encourage your team members toward their group’s revenue target.
- Help develop the larger presales organization through leadership of a solution- or industry-focused community of practice which provides enablement and a voice of the field to solution engineering management.
- Be resourceful and creative. Consider how existing solutions might be combined to leverage new sales opportunities. Try innovative approaches and techniques.
Experience:
- 10+ years of relevant IT solution support e.g. pre-sales, architecture, delivery or professional services experience
- 5+ years of personnel management experience
- 5+ years presales experience in the Financial Services industry, ideally in the area’s of Finance, Risk, Treasury and/or Data Management
- Experience leading regional/industry/architecture teams, appropriate knowledge of methodologies and technology
- Proven experience building diverse teams, highly inclusive leadership style
- Proficiency in Oracle solutions, competitors, technology, and business models preferred
- Leadership, drive for results and “can do” attitude
- Experience in Leading teams, People Management, Performance Management, Sales and sales processes & Building and motivating teams
