Principal Consulting Sales Representative - Hardware
Location: France, Germany, UK, Austria, Netherlands - Europe - EU Countries
Rate: N/A (Permanent)
Oracle has an outstanding track record for delivering business value in the communications industry. Welcome to the exciting new world of Oracle Hardware! Oracle offers the industry's leading packaged and integrated OEM Platform solutions that deliver end-to-end support for the key business processes to the Network Equipment Providers in the telecommunications industry.
The Oracle Communications Systems Professional Services portfolio consists of the following offerings:
-OEM Supplier LifeCycle Solutions: (LCS)
-Customer Ready Systems Integration (CRS)
-Advanced Customer Services (ACS)
A Consulting Sales Representative aims to develop, build and manage the relationship with existing and new business units. You will also work with influencers and decision makers within named accounts as an integral part of the Communications Global Business Unit (CGBU) in order to maximise the consulting revenues and margin and to support the growth of Professional Services, Systems, Software and Support sales.
Responsibilities
• Working closely with Sales Management in order to identify, qualify and maximise consulting opportunities for Oracle Communications within assigned account
• Identifying the appropriate Oracle Communications Consulting Value Proposition and interpret it to the prospective client
• Generating proposals or for consulting services only or as part of a integrated systems-led opportunity
• Acting as an ambassador for Oracle Communications Consulting Generating, communicating and delivering an Account Plan for your account
• Managing the bid process for consulting and integration sales proposals
• Developing and maintaining relationships with key decision makers.
• Monitoring the delivery of consulting business once won to ensure margins are maintained and clients remain satisfied
• Pro-actively updating industry and product knowledge
• Contributing to the development of Oracle Value Propositions
Personal Competencies
• 10 plus years of Telecom solution delivery and or consulting sales experience
• Experience in selling into the Telco OEM environment is a distinct plus
• Building relationships with key decision makers
• Communication with executives
• Positioning influencing, negotiating and contract closing
• Planning and organising, leading team activity
• Results orientation, self-motivation and good team collaborator
• Experience of managing Alcatel Lucent, Nokia or Ericsson as a customer is highly advantageous
Consulting Functional Competencies
• Knowledge of integrated systems and solutions for Telecoms
• Knowledge of fundamental systems architectures used in the delivery of solutions and applications for Telecoms Service Providers
• Knowledge and experience of Oracle communications solution footprint advantageous
• Ability to formulate complex solution proposals and estimations
• Ability to generate high level project plan
• Selling and Demand Creation
• Client relationship management
