Senior Client Advisor

4 weeks ago

Honolulu, United States Oracle Full time

As a Senior Client Advisor, you will support Oracle North American Application Sales. You will engage with Oracle’s most strategic clients to provide thought leadership, and provide recommendations on process, capability, and technology changes to realize operational strategy. Client Advisors help Oracle clients understand the connections and complexities that exist both within an organization, and an organization's surrounding ecosystem of suppliers, partners and providers. They work to disassemble opportunities for transformation into phased, value-based recommendations. Business Architects are trusted advisors to customers, they also engage, collaborate and partner with internal senior leaders, solution engineering, partner & alliances, to execute on long- and short-term account strategies. The ideal candidate must be self-motivated, consultative, confident in working with senior leaders and comfortable in a matrix organization. They should have significant C-level presentation expertise. To be successful in the role, you will demonstrate: Strong understanding of business processes across different functions like finance, procurement, supply chain, HR, marketing, sales, service, etc. Ability to understand customer’s strategic objectives, challenges, and opportunities. Be able to translate those into key capabilities and the impact it has on key operational metrics for the customer. Ability to diagnose current state architecture, create a future state architecture, and provide a phase-wise roadmap to the customer to achieve the end state goal. Expert level breadth in business application solutions and transformational technologies. Background in business process design and consulting. Preferred Qualifications: 5+ years of advisory, solution architecture, and value engineering experience. Bachelor’s degree required; MBA or similar through experience is a plus. 10+ years of experience in enterprise business software (ERP, SCM, HCM, CX, PaaS, etc.). Industry experience in retail, CPG, or life sciences. Excellent presentation and communication skills. Excellent interpersonal skills such as leadership, teamwork, facilitation, and negotiation. Ability to work independently from a home office, on the road, and Oracle office location. Strategic and outcome-based mindset. Knowledge of architectural approaches. Proven presentation, communication, and facilitation skills with a senior audience. Demonstrated ability to achieve aggressive goals and deliver on commitments. Ability to travel up to 50% annually. Responsibilities: CUSTOMER FACING Developing thought leadership, tools, and methods on “case for change”. Deep understanding of industry drivers and trends, customer strategy, and business objectives. Gains trusted advisor status by understanding the customer’s business and co-developing strategies. Ability to engage in value selling and value propositions. Understanding of business challenges and opportunities at the customer and able to identify business capabilities and architect solutions using the Oracle portfolio. Acts as an expert and evangelist for Oracle solutions, technology, digital transformation, Oracle strategy, and Oracle vision. Maintains up-to-date product and technical knowledge of the Oracle portfolio. Maintains awareness of competitor and partner applications. Articulate the advantages of Cloud technology and Cloud economics. Communicates directly and effectively with customers at all levels (C-Suite to line level managers). Leads strategic/value-based discussions rather than feature/function discussions. Architect and orchestrate large multi-product pursuits. Define messaging and orchestrate demo to value. Innovative work around to position lean solutions and address gaps in Oracle solutions. Co-develop roadmap to value with implementation partners. SALES Identifying sweet spot opportunities in accounts. Driving program with compelling value proposition and path to Cloud. Leading business development conversations with customers to create new opportunities. Influence partners to lead with Oracle solutions. Co-develop deal economics linked to business benefits and project deployment with Account Directors. Orchestrates communication between relevant SMEs when necessary (internally or externally with customers/partners). Works closely with the sales teams on account planning and winning sales strategies. Assembles and leads a multi-discipline team that executes the win strategies and themes. Increase win rate, deal size, and net new revenue. Drive expansion opportunities at current customers. Shape and influence win strategy. ADVOCACY Identify gaps in Oracle solutions and share primary requirements with Product Development. Democratize thought leadership tools and methods within the team and rest of Oracle. Develop positioning of cross-product solutions. Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives' territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high-level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up-to-date specific industry or product knowledge. #J-18808-Ljbffr

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