Principal Sales Consultant-19001E4E Preferred Qualifications This role will report to the Sales Consulting and Channels Manager (ANZ, ASEAN & INDIA). This role’s key objective is to support the Construction and Engineering Sales team to accelerate revenue growth in ASEAN and support revenue in the T1/T2 markets. Subject to the approval of the line managers, this role may also support the Asia Pacific region on a key account basis. This role will involve travel, and requires the successful candidate to have a high-level of EPPM Market and Tool experience. The responsibilities are focused on the following areas:
Primary responsibilities include:
Pre-sales support for JAPAC:
Discussion with customers to validate customers’ solutioning
requirements via meetings, phone calls, webinars and/or emails;
Demonstration of Aconex, Primavera, Unifier, Prime, and
other CEGBU solution based on clients’ requirements either derived from RFx or
detailed requirement analysis;
RFx response from a functional and technical perspective;
Creation and monitoring of customer evaluation, pilots and
proof of concepts;
Addressing technical questions regarding a defined sales
opportunity.
Running seminars for target accounts
Cloud sales experience a focus
Enablement/Support:
Enablement delivery, coordination and strategy: Identify
core areas of enablement for all Asia Pacific partners that fulfill Asia
Pacific Partner Strategy.
Provide detailed enablement to new partners on the Construction
and Engineering Global Business Unit (CEBGU) and Oracle Partner Network (OPN)
as a whole (direct to partners or via channel manager team)
Ensure competency criteria as made available through the OPN
are met.
OPN Liaison: Management and understanding of the OPN
Specialization Liaise with OPN teams in Asia Pacific to promote the CEGBU
Solutions to support the rollout and execution of local, regional and Asia
Pacific OPN events and initiatives based on OPN marketing. Drive partners to
adopt and engage in major Asia Pacific A&C business development initiatives
Consulting:
As a part of sales and licensing support, implementation,
solution design, configuration and roll out support as billable effort may be
required.
Metrics for Performance Measurement:
The commission will be tied entirely too global target
achievement. However the performance of
this role shall be assessed on the basis by the following indicators:
Achievement of Asia
Pacific quarterly and annual New Software sales targets
For Presales responsibilities:
Fulfilment of 100% well qualified opportunities
SLA for sales response times
Time ratio of target opportunities
Required experience and skills:
Pre-sales experience in Cloud/SaaS
Experience in one or more of the following verticals:
Engineering & Construction
Manufacturing
Oil & Gas
Utilities
EPPM PMO experience
EPPM software experience
Partner engagement experience
Examples
of PPM experience:
Be able to define CP scheduling techniques
Capable of discussing which EVM techniques can be applied to
different types of situations to support successful project completion.
Talk in depth about top down planning and bottom up
planning.
Discuss how the Monte Carlo technique enables better
planning
Lean, Linear or Birds on a Wire planning
Argue points for both quantitative and qualitative planning
and risk assessment techniques.
Discuss Project Portfolio selection techniques, including
the use of Boston charts to support visual portfolio analysis.
Knowledge of BIM
Example of application experience:
Aconex, Asta, Clarity, Ecosys, Hydra, Plainview,
Change Point, Artemis, Welcom, SAP, MSP, Deltek
Detailed Description and Job Requirements
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 sell.
As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.
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. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.
Job
: Pre Sales
Travel
: Yes, 25 % of the Time
Location
: ID-ID,Indonesia-Jakarta
Job Type
: Regular Employee Hire
Organization
: Oracle
