Oracle Senior Solution Principal - NetSuite Services (SuiteJobs-PSNA) in Quincy, Massachusetts
As a recognized authority and leading contributor within the practice, this senior-level consulting professional has broad understanding of solutions, industry best practices, multiple business processes or technology designs across multiple product/technology families. Works directly with Consulting sales to analyze customer business needs.
Exercises judgment and business acumen in selecting methods and techniques to design non-routine and complex business solutions utilizing Oracle products and technology to meet customer needs. Influences customer leadership in acceptance of Oracle solutions and services to facilitate the closing of consulting deals. Contributes to statements of work, work breakdown structures and/or level of effort and staff plans. Presents and demonstrates solutions to customers. Builds and maintains a network and up-to-date specific industry or product knowledge. Responsible for transitioning deal knowledge to implementation team. Leads the domain specific solution design aspects of engagement(s) ensuring high quality and integrated business solutions. Anticipates project risks and suggest risk mitigation to project manager. Resolves complex customer issues by recommending solutions. Demonstrates expertise in multiple business processes across two or more product families or ability to architect and design technology solutions encompassing multiple products.
8-10 years of relevant experience including 4 years of consulting experience. Prior team lead or manager experience. Undergraduate degree or equivalent experience. Broad product, technology or industry expertise. Ability to craft and articulate strategic solutions. In-depth knowledge of implementation methodologies and best practices. Knowledge of competitive & partner products, technology and solutions. Ability to travel as needed.
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.
Oracle NetSuite is seeking a Senior Solution Principal for our AMO Solution Services (AMOSS) Team. AMOSS is responsible for assisting the Account Management Organization to maximize Annual Recurring Revenue (ARR) while setting the groundwork for successful enhancement and implementation projects by the Professional Services (PS) Delivery organization. AMOSS Team members provide implementation, product and industry thought leadership during the sales cycle. They do this by identifying prospect’s business objectives and aligning those to our PS and SuiteSuccess product offerings. This includes scoping, estimating, documenting and communicating the customer’s solution, enhancement, and implementation strategy. AMOSS Team members work with a variety of stakeholders including customer executives and managers at all levels, including C-Level; and Oracle NetSuite’s Account Managers, Solution Architects, Delivery and AMO Leadership.
A Senior Solution Principal (SSP) brings 5 years of experience as a successful technology implementation consultant/project manager AND 3 years’ Oracle NetSuite implementation experience within a given industry. An SSP leverages this experience to support the most complex deals within the AMO sales teams. An SSP will also support the development of more junior resources and assist them in the sales cycle. Although the vast majority (90%) of an SSP’s time is spent in customer facing activities, they will also actively participate in internal team or vertical initiatives.
Developing a strong working relationship with the Sales Leadership and his or her Account Managers (AMs) to whom you are primarily aligned.
Partnering with AMs from the AMO Team to independently
o Manage the Sales Motion with the AM to ensure that all required activities are effectively executed
o Escalate process exceptions to your manager for visibility and assistance
o Advocate for PS and SuiteSuccess, and communicating the advantages they provide to both customers and the AMO team
o Utilize industry insight and experience to help define the sales strategy and adjust the solution positioning and PS Value Proposition accordingly
o Translate customers’ business objectives and processes to the PS capabilities and the SuiteSuccess SKU(including Advanced Customer Support), via the alignment to develop the appropriate scope, estimate and SOW.
o Work with the Solution Consultant (SC) to develop a comprehensive understanding of the proposed solution and continue to build product knowledge
o Tailor standard presentations to meet the needs of the specific customer
o Leverage other resources within AMOSS or other PS teams as appropriate
o Conduct SOW Reviews and deliver the PS Value Proposition to customers
o Handle complex objections effectively
o Negotiate with customers regarding inclusions and exclusions to scope
o Maintain the PS Engagement Record (PSER) by regularly updating notes related to the deal status, major design changes, estimated hours, SKU, etc.
o Conduct reverse knowledge transfer with the delivery and sales teams
o Identifying opportunities to leverage PS and bringing them to the attention of AM’s
o Working with AM’s to help build forecast for ACS and Consulting opportunities
- Continuing to build industry and product capabilities by
o Developing an understanding of the competitive landscape and each player’s relative strengths and weaknesses
o Developing skills to scope deals with one or more additional components: WMS, SuiteBilling, OpenAir, PBCS, SuitePeople, eCommerce
o Deepening industry acumen by participating in industry focused education and/or groups internal and external to Oracle NetSuite
- Developing the team’s resources by
o Coaching and mentoring junior resources on the team
o Developing a teachable point of view working with other team members to share this knowledge
- Building relationships within the organization by
o Developing strong working relationships outside of your team to leverage resources across Oracle NetSuite as needed
o Building and maintaining a working relationship with the PS Vertical Leads, Delivery Leads and Solution Architects
o Act as an advisor to internal delivery teams during implementation
- Contributing to continuous improvement by
o Participating in internal team or organization improvement initiatives
o Identifying opportunities for improvement, communicating them to your manager and jointly developing plans to address or implement
o Conducting periodic lessons learned on a subset of key projects that you helped sell
o Working within the AMOSS vertical team to incorporate those insights into future scoping, estimating and contracting
o Providing insight and recommendations related to the sales and delivery team to the Solution Advisor, to communicate appropriately
o Working closely with the Solution Consultants and other Solution Principals to ensure consistent approaches to similar customer’s business processes
Preferred Qualifications include:
Bachelors’ degree preferably in Business, Accounting, Computer Science, Software Development or equivalent
5 years of experience as a successful technology implementation consultant/project manager AND 3 years’ Oracle NetSuite implementation experience within a given industry expertise.
Ability to positively influence prospects and customers in the decision-making process
Pro-active approach to identify and resolve issues
Ability to coach and mentor others
Above average ability to effectively communicate verbally and in writing
Ability to acquire and maintain an understanding of Oracle NetSuite products and industries
Ability to work under pressure, meet deadlines, and work on multiple deals simultaneously
Ability to work independently and collaboratively
Takes initiative and must always have positive/professional attitude
/At Oracle, we don’t just value differences—we celebrate them. We’re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion. /https://www.oracle.com/corporate/careers/culture/diversity.html
Title: Senior Solution Principal - NetSuite Services (SuiteJobs-PSNA)
Location: United States
Requisition ID: 20000RST
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