We are on the hunt for an experienced and energized Principal Solution Engineer to join our expanding Solution Engineering team based in Wellington. You will be responsible for delighting and delivering Oracle Technology solutions to some of New Zeland’s most well-known and respected brands, whilst getting hands-on with some of the leading Oracle Core technology software.

KEY OBJECTIVE

The Technology Solution Engineer is responsible for providing technical solution support to help drive mid to large enterprise deals. You will help design and validate Oracle Core Technology software solutions.

This includes the ability to uncover business requirements, develop a technical sales strategy, and create and effectively demonstrate solutions that address customer requirements.  The Key objectives are:

• Help drive and provide support of Oracle Technology related field sales opportunities.
• Proactive engage with Oracle Field Sales Account teams.
• Uncover business requirements and develop a technical sales strategy.
• Work with Customers and Oracle Internal teams to solve technical problems in varied political environments.
• Effectively present and demonstrate solutions that address customer requirements.
• Work as part of a team balancing multiple projects/opportunities in a team-selling environment.
• Remove technical barriers to sale.
• Effectively present and communicate to prospective customers and internal teams.

This role is responsible for increasing the License footprint. The Technology Solution Engineer will be performance measured against Oracle KPIs to meet License objectives for the Technology Line of Business.

• Work closely with Oracle Field Account Sales Teams, Customers and Partners to help drive Oracle Technology adoption.
• Provide specialist product knowledge and domain expertise in support of Oracle Technology solutions.
• Be creative with strong problem-solving skills, and the ability to adapt and succeed in a fast paced and dynamic environment.
• Coach/advise the sales teams on effective ways of dealing with competitive traps and objection handling.
• Formulate and lead solution engagement with potential and existing customers in design & deploying solutions on On Premise, in Private & Public Clouds.
• Qualify, validate and ensure that the appropriate solutions and products are proposed and that associated activities are agreed with the sales team.
• Lead discovery sessions with customers and technical evaluators, business users, executives
• Find innovative ways to help drive Oracle Database technology adoption with large customers
• Articulate the value of the proposed Oracle solution in the context of the customer’s business problem and requirements, and demonstrate competitive superiority.
• Act as solutions expert and orchestrate resources across the organisation to respond to customer queries to present a holistic solution.
• Build/leverage assets that help simplify available information into key sales messages, helping

sales teams with value-based selling, business case definition, ROI analysis, position references and analyst data.

• Complete RFP/RFI responses, sizing and capacity estimates, and cost-benefit/ROI analysis.
• Ability to craft proposals, and technical business cases outlining  or helping drive technology adoption
• Design, build, and demonstrate prototypes/Proofs of Concept that highlight the key strengths of the Oracle Technology solution set for customer opportunities.
• Establish Relationships with Customers and Sales Reps.
• Design/leverage and implement programs that assist with identifying adequate pipeline to ensure over-achievement of regional sales targets.
• Coaching and actively participate in organisational skill exchanges and transfers expertise to others.
• Continuous improvement in self-research, learning and readiness on new Public and Hybrid Cloud service offerings.
• Drive activities through workshops and marketing events to increase awareness, demand and adoption of Oracle’s Technology Solution portfolio of services and products both On Premise and Oracle Cloud.
• Coverage is primarily the ANZ region the role is based in Wellington 
• Travel as required.

RELEVANT EXPERIENCE and TRAINING

Knowledge and Skills:

• Typically 6-10 years of experience in the IT industry, preferably with at least five years in a similar role.
• Strong problem solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.
• Strong interpersonal skills with proven ability to communicate across all levels and effectively
• adapts to varied situations.
• Superior presentation and demonstration skills.
• Work as a team player by contributing, learning and sharing new knowledge.
• Continuous improvement in self-research, learning and readiness on the new product offerings.
• Experience in designing & deploying solutions on On Premise, in Private & Public Cloud environments AWS, Azure and with Oracle cloud.
• Hands-on experience in software application development using cloud naitve technologies,
• and agile development methodology
• Hands-on experience with Oracle data management and Fusion Middleware technologies.
• Solution architecture experience in a large corporate or enterprise environment.
• Experience selling complex software solutions to sophisticated enterprise customers.
• Ability to and experience with identifying customer business challenges and objectives.
• Ability to and experience with translating technical solutions into business value.
• Ability to and experience with demonstrating, describing, and explaining complex technology in a clear and concise way.
• Effective and compelling presentation skills.
• Experience with developing complex enterprise architectures.
• Ability to quickly learn new technical concepts and apply them in customer conversations.
• Ability and experience with developing customer relationships and earning trust.
• Experience managing competing priorities and demands on time.