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Lead Client Solutions Consultant

2 months ago

Providence, Rhode Island, United States Oracle Full time
Position Overview:
As a Senior Client Advisor, you will play a pivotal role in supporting Oracle's North American Application Sales.

Your primary responsibility will be to engage with Oracle's most significant clients, providing strategic insights and recommendations on process enhancements, capability improvements, and technological advancements to align with their operational strategies.

Client Advisors are instrumental in helping Oracle clients navigate the intricate connections and challenges that exist within their organizations and their broader ecosystem of suppliers, partners, and service providers.

They break down transformation opportunities into actionable, value-driven recommendations.

Key Responsibilities:
Client Engagement:
Develop thought leadership and methodologies that articulate the necessity for change.
Possess a deep understanding of industry dynamics, customer strategies, and business objectives.
Establish trusted advisor status by comprehensively understanding the client's business and collaboratively developing strategies.
Engage in value-based selling and articulate compelling value propositions.
Identify business challenges and opportunities within the client organization, architecting solutions utilizing the Oracle portfolio.
Act as an advocate for Oracle solutions, technology, digital transformation, and Oracle's strategic vision.
Maintain current knowledge of Oracle products and technical advancements.
Stay informed about competitor and partner offerings.
Communicate the benefits of Cloud technology and its economic advantages.
Effectively engage with clients at all organizational levels, from C-suite executives to operational managers.
Lead discussions focused on strategic value rather than mere features and functions.
Architect and coordinate extensive multi-product initiatives.
Define messaging and orchestrate demonstrations that emphasize value.
Innovatively position lean solutions to address gaps in Oracle offerings.
Collaborate with implementation partners to co-develop a roadmap to value.

Sales Strategy:
Identify key opportunities within accounts.
Drive initiatives with compelling value propositions and pathways to Cloud adoption.
Lead business development discussions to create new opportunities with clients.
Influence partners to prioritize Oracle solutions.
Collaborate with Account Directors to co-develop deal economics tied to business benefits and project execution.
Facilitate communication among relevant subject matter experts as needed.
Work closely with sales teams on account planning and winning strategies.
Assemble and lead a cross-functional team to execute win strategies and themes.
Enhance win rates, deal sizes, and generate new revenue streams.
Identify and pursue expansion opportunities within existing client accounts.
Shape and influence strategic win approaches.

Advocacy and Development:
Identify gaps in Oracle solutions and relay primary requirements to Product Development.
Disseminate thought leadership tools and methodologies across the team and Oracle.
Develop positioning for cross-product solutions.

Qualifications:
5+ years of experience in advisory roles, solution architecture, and value engineering.
A Bachelor's degree is required; an MBA or equivalent experience is preferred.
10+ years of experience in enterprise business software (ERP, SCM, HCM, CX, PaaS, etc.).
Industry experience in retail, consumer packaged goods, or life sciences is advantageous.
Exceptional presentation and communication skills.
Strong interpersonal skills, including leadership, teamwork, facilitation, and negotiation.
Ability to work independently from various locations, including home and on the road.
A strategic and outcome-oriented mindset.
Familiarity with architectural methodologies.
Proven ability to present, communicate, and facilitate discussions with senior audiences.
Demonstrated track record of achieving ambitious goals and fulfilling commitments.
Willingness to travel up to 50% annually.