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Account Software Solutions Engineer
2 months ago
This role is responsible for driving the adoption, usage, and expansion of Oracle core Technology Software products and solutions within customer organizations. The ideal candidate will have a strong understanding of Oracle's technology offerings and be able to articulate the business value of our solutions to customers.
Key Responsibilities- Drive alignment with the Oracle Sales Representative and work together as a team to create, define, and drive sales strategy.
- Execute Technical Qualification to validate sales opportunities and ensure that our technology is driving customer business outcomes and sustainable usage/growth.
- Orchestrate the technical teams and skills required to ensure our technology is driving customer business outcomes and sustainable usage/growth.
- Build and maintain ongoing technical engagement plans for and with customers.
- Gather and assess customer needs, both business and technical, to identify opportunities for growth and expansion.
- Identify related needs, such as lead generation and opportunity expansion, and develop strategies to address them.
- Identify the impact of customer inaction and develop plans to mitigate it.
- Identify likely problem areas that require attention and develop solutions to address them.
- Identify probable competition, product training needs, and evaluate relative Oracle strengths to develop effective sales strategies.
- Architect an appropriate technical solution to meet the customer's business requirements, taking into account their overall portfolio, IT, and business priorities.
- Investigate and optimize a solution's fit to the requirements of an opportunity, both current and future, to ensure maximum value and competitive differentiation.
- Establish the validity of a solution and its components, and identify the growth path and scalability options of a solution.
- Generate an implementation plan with timelines for the solution, and actively involve the Oracle account team in defining and driving the growth strategy.
- Presents Oracle's technology, demonstrating deep familiarity with infrastructure, security, and integration capabilities, and informs customers on Oracle core Technology products and how they will create value and competitive differentiation.
- Broad technical experience of Oracle Technology Software core products, including Oracle Database, Oracle Database Options, and Middleware, with a high-level understanding of these products, functions, and business benefits.
- Excellent communication and presentation skills, with a high degree of comfort speaking across all levels of management, including IT management, architects, administrators, and executives.
- Presales and discovery experience with customers, with a strong ability to articulate the Oracle technology offerings in the market and discuss architectures, including hybrid technology and cloud environments.
- Ability to translate customer needs into solutions, enabling the customer to achieve their goals, and a high level of commercial business understanding.
- Intelligence to identify key trends and insights and leverage them in driving decision making and execution within customer organizations.
- Experience in engaging and influencing senior leaders, with a strong ability to build relationships to grow business and act as a partner to our customers, not just a vendor.
