Sales Consulting Snr Manager
Frankfurt am Main, DE,Germany, DE
vor 3 Tg.

Job Description

Preferred Qualifications

Senior Manager, Sales Consulting RFP Team 

Oracle Communications Global Business Unit

Manages the Central RFP Sales Consulting organization for Oracle Communications Global Business Unit (CGBU) responsible for Product Sales Support, specifically centralizing RFP/RFQ (Request for Proposal/Quote) or RFI (Request for Information) technical responses. This team is responsible for the technical responses to customer tenders/bids including Technical Requirements Specifications, Sizing and Bill of Material preparation, Bid Defense meetings and maintaining a knowledge base of previously responded RFx. CGBU’s portfolio ranges from 3G Routing and DB applications; 4G/Diameter Routing; Policy (PCRF & PCF) in 4G&5G Networks; 5G Core Network; and Session Delivery portfolio (SBC), serving both Communications Service Provider (CSP) and Enterprise Markets. The team interfaces with Product Management, and in this role it’s expected to help steer the Product Strategy to maximize product revenue, specially identifying product gaps.

Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Solid vendor/NEP background (sales and marketing) experience but also appreciated - to complement the team - is exposure to Public Cloud adoption and past SaaS/PaaS experience. In depth knowledge of competitors. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

This is a senior people management role and successful candidates will have a demonstrated track record of recruiting, hiring, creating and leading high performing teams. 

Preferred Qualifications:

  • 10+ years of professional experience, ideally in consultative or strategic customer-facing roles
  • Results-oriented, strategic thinker
  • Strong analytical and problem solving skills, including the ability to derive actionable insights and clearly communicate complex ideas to customer senior executives, while handling questions and objections
  • Experience with quantitative analysis and financial modeling
  • Mix of business and technical skills with ability to engage and add value in discussions involving both technology and business strategy
  • Creative, high-energy, self-starter comfortable in being in a leadership role
  • Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, Product Management, Product Development, other key partners
  • Experience in account strategy support, and development and execution of value hypotheses, business cases.
  • Familiarity with technology and/or enterprise software preferred
  • Description and Job Requirements

  • Experience with Communication market for both Communication Service Providers (CSP) and Enterprise customers.
  • Strong vision for the communication market evolution influenced by key trends including 5G, Cloud, SD-WAN and UCaaS/CCaaS
  • Provide transformational leadership to drive and inspire changes in innovative ways
  • Experience in Management and Cross-Functional leadership
  • Highly Structured individual, with a strong focus in defining and adhering to business processes around the Central handling of RFx responses.
  • Articulate Oracle Communication unique value differentiation in the light of the communication market trends and competitor inteligence
  • Keeping a high degree of efficiency in our Sales Processes, questioning the organization status quo and constantly evolving it providing career options for top talent in the team
  • Partner with the Sales and Sales Consulting regional leadership (internal customers of this team) to maximize and qualify the opportunities Oracle should pursue.
  • Partner with product leadership to ensure internal buy in and support, and to help steer the product strategy to maximize revenue, based on market assessment of our products fit
  • Accountable for contribution CGBU’s P&L target.
  • English Language skills (Frenc and Spanish are useful)

    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 sales cycle.

    As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.

    Manages and controls activities in multi-functional areas of sections. Ensures appropriate operational planning is effectively executed to meet Corporate business needs. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent.

    As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).


    :Pre Sales


    :Yes, 50 % of the Time
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