Master Principal Sales Consultant

Oracle (Toronto ON, Canada) 23 days ago

Job Description

The ACS Pre-sales team plays a key role in the attainment of new customers by leading the development of complex solutions that are both operationally and commercially sound. The ACS Pre-sales Leader works closely with customers and Oracle sales and delivery management. They have detailed knowledge of ACS services, Oracle products and services from other lines of business, third party products and services, contracts and cost modelling. They lead and support an NA-wide team of Solution Managers in convincing customers of the benefits of the solution and its effectiveness in meeting their requirements. The role requires interaction with senior customer contacts - CIO, CFO, Operations Managers, Consulting and Legal Firms - and internally with Oracle management at all levels.


· Represent the Pre-Sales at ACS management level

· Direct and manage a team Solution Managers throughout the sales cycle

· Assess and qualify new resource requests, assigning resources as appropriate

· Work closely with sales management to manage ongoing team priorities and workload

· Escalation point for any issues in region

· Review and approve customer-specific solutions to ensure they address both the needs of the customer and of ACS

· Use strategic and tactical thought to fine tune cost and risk models that balance the needs of the customer and ACS

· Facilitate and manage the involvement of higher levels of ACS management in the approval process as required by the Oracle Cloud Approval Matrix

· Manage multiple approval cycles across multiple deals with speed and effectiveness to achieve deal timelines

· Lead the communication and mitigation of issues and risks with internal stakeholders

· Support Solution Managers and Sales management in presenting the solution design, benefits and value proposition to customers

· Negotiate and manage approval of changes to ACS delivery standards to reflect specific customer, commercial, operational, security and service level requirements

· Manage the smooth and efficient transfer of solutions from pre-sales to ACS delivery teams

· Recommend improvements to ACS services, costing methods, and terms & conditions

· Provides Pre-Sales leadership to the sales team

· Develop short, medium, and long-term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management and executives to ensure unit objectives are met.


· Leadership

· Team player

· Personal drive, tenacity and energy

· Results oriented

· Excellent communication and presentation skills.

· Innovative and creative

  • Coaching and mentoring

  • Cross xLoB relationship development

· In-depth knowledge of ACS value proposition and services

  • Ability to influence thinking and gain acceptance of ideas in sensitive situations


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 sell.

As a Master Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

Acknowledged authority within the Corporation.  Acts as a leader of large-scale company initiatives.  Viewed by peers as a leader and top contributor and by line management as a key business partner. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

Job: Pre Sales

Travel: Yes, 50 % of the Time

Location: CA-CA,Canada-Toronto

Other Locations:


Job Type: Regular Employee Hire

Organization: Oracle

Master Principal Sales Consultant

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