NetSuite Senior Presales Consultant Nonprofit

2 days ago

Tallahassee, Florida, United States Oracle Full time
Job Description

Oracle is seeking a highly skilled NetSuite Senior Presales Consultant to join our team. As a key member of our Customer Success (CS) Presales team, you will play a critical role in assisting our Direct Sales Organization to maximize Annual Recurring Revenue (ARR) while setting the groundwork for successful implementation projects.

Key Responsibilities
  • Develop strong working relationships with Direct Account Executives (AE) and Direct Solution Consultants (SC) and CS Delivery team members.
  • Partner with AE's and SC's to independently solve business problems by applying deep functional knowledge of fund accounting, grant accounting, non-profit FASB reporting, donor advised funds, program management, and constituent relationship management.
  • Understand business operations and missions of non-profit organizations including charitable foundations, associations, education groups, religious organizations, and federally qualified health centers.
  • Manage the Sales Motion with the AE to ensure that all required activities are effectively executed.
  • Escalate process exceptions to your manager for visibility and assistance.
  • Advocate for SuiteSuccess and communicate the advantages it provides to both prospects and the sales team.
  • Bring industry insight and experience to help define the sales strategy and adjust the solution positioning and CS Value Proposition accordingly.
  • Translate prospect's business objectives and processes to the SuiteSuccess SKU via the alignment to develop the appropriate scope, estimate and SOW.
  • Work with the SC to develop a comprehensive understanding of the proposed solution and continue to build product knowledge.
  • Tailor standard presentations to meet the needs of the specific prospect.
  • Leverage other resources within Customer Success Presales or other CS teams as appropriate.
  • Deliver a dynamic CS Value Proposition to prospects.
  • Handle complex objections effectively.
  • Negotiate with prospects regarding inclusions and exclusions to scope.
  • Maintain the CS Engagement Record (CSER) by regularly updating notes related to the deal status, major design changes, estimated hours, SKU, etc.
  • Conduct reverse knowledge transfer with the delivery and sales teams.
  • Continuing to build industry and product capabilities by deepening industry acumen aligned to key industry groups by participating in non-profit focused education and/or groups internal and external to Oracle NetSuite.
  • Contributing non-profit industry solution content as part of our CS Insights efforts.
  • Developing an understanding of the competitive landscape and each player's relative strengths and weaknesses.
  • Developing skills to scope deals with one or more additional components: SuitePeople, Advanced Revenue Management, SuiteProjects.
  • Developing the team's resources by coaching and mentoring junior resources on the team.
  • Developing a teachable point of view working with other team members to share this knowledge.
  • Building relationships within the organization by developing strong working relationships outside of your team to leverage resources across Oracle NetSuite as needed.
  • Building and maintaining a working relationship with the CS Vertical Lead, Delivery Leads and Solution Architects.
  • Act as an advisor to internal delivery teams during implementation.
  • Contributing to continuous improvement by participating in internal team or organization improvement initiatives.
  • Identifying opportunities for improvement, communicating them to your manager and jointly developing plans to address or implement.
  • Conducting periodic lessons learned on a subset of key projects that you helped sell.
  • Working within the CS Presales team to incorporate those insights into future solutioning, estimating and contracting.
  • Working closely with the Solution Consultants and other CS Advisors to ensure consistent approaches to similar prospect's business processes.
Requirements
  • Bachelor's 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 or an IC4 that has developed equivalent expertise.
  • Preferred locations: Austin, TX; Nashville, TN; Burlington, MA.
  • Other Locations: Chicago, IL or Denver, CO will also be considered.
  • Previous NetSuite experience is highly desirable.
  • Strong understanding of US GAAP accounting principles.
  • Deep functional knowledge of fund accounting and grant management, and constituent management, donor advised funds, and program management.
  • Preferred non-profit industry experience: Membership Organizations, Health & Human Services Organizations, Philanthropic Organizations, Educational Organizations.
  • Ability to travel 25%.
  • Ability to positively influence prospects and customers in the decision-making process.
  • Demonstratable proactive 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.
Benefits

Oracle offers a comprehensive benefits package which includes medical, dental, and vision insurance, short term disability and long term disability, life insurance and AD&D, supplemental life insurance (Employee/Spouse/Child), health care and dependent care Flexible Spending Accounts, pre-tax commuter and parking benefits, 401(k) Savings and Investment Plan with company match, paid time off, 11 paid holidays, paid sick leave, paid parental leave, adoption assistance, employee stock purchase plan, financial planning and group legal, and voluntary benefits including auto, homeowner and pet insurance.

Oracle is an Equal Employment Opportunity Employer and welcomes applications from diverse candidates. We are committed to expanding our inclusive workforce that promotes diverse insights and perspectives. If you require accessibility assistance or accommodation for a disability at any point, please let us know by calling +1-800-633-0738, option one.

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