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Principal Client Engagement Advisor

2 months ago

Honolulu, Hawaii, United States Oracle Full time
Position Overview:
As a Senior Client Solutions Consultant, you will play a pivotal role in supporting Oracle's North American Application Sales team.

Your primary focus will be to engage with Oracle's most significant clients, offering strategic insights and recommendations on operational processes, capabilities, and technological advancements to help achieve their business objectives.

Client Solutions Consultants are instrumental in helping Oracle clients navigate the intricate relationships within their organizations and the broader ecosystem of suppliers, partners, and service providers.

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

As trusted advisors, you will collaborate with internal senior leaders, solution engineering teams, and partner alliances to develop and execute both long-term and short-term account strategies.


Key Qualifications:
The ideal candidate will possess:
  • A robust understanding of business processes across various functions, including finance, procurement, supply chain, HR, marketing, sales, and service.
  • The ability to comprehend customers' strategic goals, challenges, and opportunities, translating these into essential capabilities that impact key operational metrics.
  • Expertise in diagnosing current state architectures, envisioning future state architectures, and crafting phased roadmaps to help customers achieve their desired outcomes.
  • In-depth knowledge of business application solutions and transformative technologies.
  • A background in business process design and consulting.

Preferred Experience:
  • 5+ years in advisory roles, solution architecture, and value engineering.
  • A Bachelor's degree is required; an MBA or equivalent experience is advantageous.
  • 10+ years in enterprise business software (ERP, SCM, HCM, CX, PaaS, etc.).
  • Industry experience in retail, consumer packaged goods, or life sciences.
  • Exceptional presentation and communication skills.
  • Strong interpersonal skills, including leadership, teamwork, facilitation, and negotiation.
  • The ability to work independently, whether from a home office or while traveling.
  • A strategic and outcome-oriented mindset.
  • Familiarity with architectural methodologies.
  • Proven skills in presenting and facilitating discussions with senior audiences.
  • A track record of meeting ambitious goals and fulfilling commitments.
  • Willingness to travel up to 50% annually.

Responsibilities:
Client Engagement:
  • Develop thought leadership and methodologies that advocate for necessary changes.
  • Maintain a deep understanding of industry trends, 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, architecting solutions using Oracle's offerings.
  • Act as an expert advocate for Oracle solutions, technology, and digital transformation.
  • Stay informed about the Oracle product portfolio and competitor applications.
  • Effectively communicate the benefits of Cloud technology and economics.
  • Lead strategic discussions focused on value rather than mere features.
  • Architect and coordinate large, multi-product initiatives.
  • Define messaging and orchestrate demonstrations that convey value.
  • Innovate solutions to address gaps in Oracle's offerings.
  • Collaborate with implementation partners to co-develop value roadmaps.

Sales Collaboration:
  • Identify key opportunities within accounts.
  • Drive programs with compelling value propositions that lead to Cloud adoption.
  • Lead business development discussions to create new opportunities.
  • Influence partners to prioritize Oracle solutions.
  • Collaborate with Account Directors to align deal economics with business benefits.
  • Facilitate communication among relevant subject matter experts as needed.
  • Work closely with sales teams on account planning and winning strategies.
  • Assemble and lead cross-functional teams to execute winning strategies.
  • Enhance win rates, deal sizes, and generate new revenue streams.
  • Drive expansion opportunities within existing customer accounts.
  • Shape and influence the overall win strategy.

Advocacy:
  • Identify gaps in Oracle solutions and communicate primary requirements to Product Development.
  • Disseminate thought leadership tools and methodologies within the team and across Oracle.
  • Develop positioning for cross-product solutions.
  • Partner with Account, Technology, and Application sales representatives to qualify and close new business opportunities.
  • Provide specific industry or product expertise to facilitate deal closures.
  • Collaborate with sales teams to architect solutions and develop market strategies.
  • Manage solution opportunities to secure necessary resources for qualified opportunities.
  • Lead teams in the sales process to enhance market visibility and deal transparency.
  • Present and demonstrate solutions to high-level clients and at industry conferences.
  • Provide training to field sales on industry-specific solutions.
  • Build and maintain a network while staying updated on industry trends and product knowledge.