HCM Client Solution Manager

Utrecht, The Netherlands

Job description

 New opportunities exist to join the Consulting sales team in The Netherlands!

The role is focused on proactively generating business within the Human Capital Management (HCM) application area in order to win new Oracle Consulting business and manage ongoing client relationships in order to maximize all technology consulting revenues and margin. An ability to develop broad, strategic relationships with our main accounts, supporting growth of the Oracle spend in those customers and driving profitable consulting business is key to this role. 

More information about Oracle’s HCM solutions can be found on https\://www.oracle.com/applications/human-capital-management/

 

Oracle Consulting’s role is to help our present and future customers realize the value of their investment in Oracle cloud applications. Oracle’s aggressive acquisition strategy means the breadth of products that consulting needs to support requires a sales person who can articulate our value in varied scenarios and build a virtual team of experts to address any application opportunity. 

 

Reporting to the Consulting Sales Director (CSD), a high-calibre candidate is sought to represent Oracle Consulting in this important area. The chosen candidate will need to work at a senior level across 3 fronts\: 

 

1. Internally – with x-LOB sales teams; 

2. Externally – with customers – establishing and developing relationships with key customer contacts; 

3. Externally – with partners/systems integrators – working alongside major SIs and partners on multi-million euro implementation projects. 

 

It will be important for the individual to be a team player, working closely with all Oracle lines of business, positioning value-added consulting services, supporting and defining the strategy into large complex accounts. 

 

Desired Skills and Experience

RESPONSIBILITIES\:

• Proactive identification, qualification and maximisation of consulting opportunities for Oracle HCM Solutions.
• Strong sales ability, influencing and value based selling capability, identification of the appropriate Oracle Consulting Value Proposition and interpretation to the prospective client(s)
• Generating proposals either as part of a license led opportunity or proactively for consulting services
• Acting as an ambassador for Oracle Consulting to clients
• Working closely with the CSD contributing to the go to market strategy
• Generating, communicating and delivering the necessary sales documentation i.e. account plans, close plans and qualification plans
• Managing the bid process for consulting and license sales proposals
• Accurately forecasting against plans and targets
• Developing and maintaining relationships with key decision makers in the designated accounts
• Working closely with the Consulting delivery teams to ensure successful implementations leading to repeat business for Oracle Consulting
• Working closely with selected systems integrators/partners, developing and maintaining the partner strategy agreed as part of the x-lob key account team
• Acting as a point of escalation and resolution for unresolved client issues

Participate in steering committee meetings during the execution of projects

• Pro-actively updating industry and product knowledge
• Contributing to the development of Oracle Value Propositions for the industry

 

 

ACCOUNTABILITIES\:

• Develop value-add consulting propositions with input from all relevant expertise in compliance with Oracle standards
• Present proposals to clients and manage them through the client approval process
• Maintain accurate records of all sales activities and key contacts in the account(s)
• Represent Oracle Consulting as a key member of the x-lob Key Account team
• Produce regular and accurate forecasts as requested by the CSD
• Obtain appropriate management approval for proposals
• Ensure the contracts are legally compliant and commercially viable
• Manage the execution of sales activities (e.g. demos and presentations)
• Hand over responsibility for delivery to Consulting delivery management and monitor the delivery progress
• Feedback on consultants performance to Consulting delivery management
• Research and communicate current industry trends, drivers and potential
• Maintain a breadth of knowledge of Oracle’s products and services
• Create and communicate reference sites
• Operate in line with Oracle’s business processes and procedures

  

SKILLS / EXPERIENCE\:

• Minimum 3-5 years previous sales experience in the IT industry as an individual quota carrying sales representative
• Valid work permits, if relevant, for working in The Netherlands.
• Fluency in Dutch and English.

  

!|!Responsible for sales of Oracle consulting services.

Responsible for selling a sub-set of Consulting solutions and services. Drive gathering and reuse of IP in positioning Consulting solutions. Actively maintain a depth of solution knowledge in the designated product areas. Understand the needs and challenges of the customer and then link them to a set of solutions provided by Oracle. Is focused primarily by proposition with a wider view/context of full services portfolio. Has focused expertise and domain knowledge in the area of the proposition and rapidly utilizes best practices to enable the focus on one proposition. Has responsibility for generating bookings in the area of the proposition. Orchestrate various stakeholders, internal and external around solution sales cycle. Responsible for running and driving a sales cycle considering related Customer Success.

5-8 years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop strong business relationships with customers such that they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings. Able to generate consulting services and nurture and close the transaction. Job duties are varied and complex, needing independent judgment. May have project lead role. Bachelors degree preferred.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).!|!