Job Details
Preferred locations: Austin, TX; Nashville, TN; Burlington, MAOther Locations: Chicago, IL or Denver, CO will also be consideredSelected candidates will be in office 3-4 days per weekPrevious NetSuite experience is highly desirablePreferred industry experience:Manufacturing, Food & Heavy IndustryRetail Hospitality and Consumer ServicesSoftware, Media and TelecommunicationsAbility to travel 25%High-Level OverviewThe Customer Success (CS) Presales team (Consulting) is responsible for assisting the Direct Sales Organization to increase Annual Recurring Revenue (ARR) while setting the groundwork for successful implementation projects by the Customer Success (CS) Delivery organization. Our Customer Success Presales Team provides NetSuite implementation, product and industry thought leadership during the sales cycle. They do this by identifying prospect s business objectives and aligning those to our SuiteSuccess product offerings. This includes scoping, estimating, documenting, and communicating the prospect s solution and implementation strategy. CS Presales team members work with a variety of collaborators including prospect s C-Level executives and Oracle NetSuite s Account Executives, Solution Consultants, Solution Architects, Delivery Consultants and Sales Leadership.This individual contributor role, as a
Customer Success (CS) Senior Advisor
, brings 10+ years of experience as a successful technology implementation consultant/project manager and 5+ years Oracle NetSuite implementation experience within a given industry or an IC3 that has developed equivalent expertise. A CS Senior Advisor demonstrates their experience to support the most complex deals with our Direct Sales teams. This role is responsible for estimating, scoping, solutioning, and pitching a NetSuite solution, providing NetSuite solution and industry expertise, supporting the development of junior resources, and assisting them in the sales cycle. A CS Senior Advisor is expected to participate and/or lead team initiatives.Responsibilities include:Developing a strong working relationship with Direct Account Executives (AE) and Direct Solution Consultants (SC) and CS Delivery team membersPartnering with AE s and SC s to independentlyManage the Sales Motion with the AE to ensure that all required activities are effectively drivenRaise process exceptions to your manager for visibility and assistanceAdvocate for SuiteSuccess and communicating the advantages it provides to both prospects and the sales teamBring industry insight and experience to help define the sales strategy and adjust the solution positioning and CS Value Proposition accordinglyTranslate prospect s business objectives and processes to the SuiteSuccess SKU via the alignment to develop the appropriate scope, estimate and SOW.Work with the SC to develop a comprehensive understanding of the proposed solution and continue to build product knowledgeTailor standard presentations to meet the needs of the specific prospectLeverage other resources within Customer Success Presales or other CS teams as appropriateDeliver a dynamic CS Value Proposition to prospectsHandle complex objections effectivelyNegotiate with prospects regarding inclusions and exclusions to scopeMaintain the CS Engagement Record (CSER) by regularly updating notes related to the deal status, major design changes, estimated hours, SKU, etc.Conduct reverse knowledge transfer with the delivery and sales teamsContinuing to build industry and product capabilities byDeepening industry competence aligned to key industry groups by participating in industry focused education and/or groups internal and external to Oracle NetSuiteContributing industry solution content as part of our CS Insights effortsDeveloping an understanding of the competitive landscape and each players relative strengths and weaknessesDeveloping skills to scope deals with one or more additional components: WMS, SuiteBilling, OpenAir, PBCS, SuitePeople, eCommerceDeveloping the team s resources byCoaching and mentoring junior resources on the teamDeveloping a teachable point of view working with other team members to share this knowledgeBuilding relationships within the organization byDeveloping strong working relationships outside of your team to leverage resources across Oracle NetSuite as neededBuilding and maintaining a working relationship with the CS Vertical Lead, Delivery Leads and Solution ArchitectsAct as an advisor to internal delivery teams during implementationContributing to continuous improvement byParticipating in internal team or organization improvement initiativesFinding opportunities for improvement, communicating them to your manager and jointly developing plans to address or implementConducting periodic lessons learned on a subset of key projects that you helped sellWorking within the CS Presales team to incorporate those insights into future solutioning, estimating and contractingWorking closely with the Solution Consultants and other CS Advisors to ensure consistent approaches to similar prospect s business processesPreferred Entry Qualifications/Skills include:Bachelors degree preferably in Business, Accounting, Computer Science, Software Development or equivalent10+ years of experience as a successful technology implementation consultant/project manager and 5+ years Oracle NetSuite implementation experience within a given industry or an IC3 that has developed equivalent expertise.Preferred locations: Austin, TX; Nashville, TN; Burlington, MAOther Locations: Chicago, IL or Denver, CO will also be consideredPrevious NetSuite experience is highly desirablePreferred industry experience:Manufacturing, Food & Heavy IndustryRetail Hospitality and Consumer ServicesSoftware, Media and TelecommunicationsAbility to travel 25%Ability to positively influence prospects and customers in the decision-making processDemonstratable proactive approach to identify and resolve issuesAbility to coach and mentor othersAbove average ability to effectively communicate verbally and in writingAbility to acquire and maintain an understanding of Oracle NetSuite products and industriesAbility to work under pressure, meet deadlines, and work on multiple deals simultaneouslyAbility to work independently and collaborativelyTakes initiative and must always have positive/professional attitude.Responsibilities.Disclaimer:Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.Range and benefit information provided in this posting are specific to the stated locations onlyUS: Hiring Range: from $86,200 to $199,500 per annum. May be eligible for bonus and equity.Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle s differing products, industries and lines of business.Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.Oracle US offers a comprehensive benefits package which includes the following:Medical, dental, and vision insurance, including expert medical opinionShort term disability and long term disabilityLife insurance and AD&DHealth care and dependent care Flexible Spending AccountsPre-tax commuter and parking benefits401(k) Savings and Investment Plan with company matchPaid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.11 paid holidaysPaid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.Paid parental leaveAdoption assistanceEmployee Stock Purchase PlanFinancial planning and group legalVoluntary benefits including auto, homeowner and pet insuranceAbout UsAs a world leader in cloud solutions, Oracle uses tomorrow s technology to tackle today s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.When everyone s voice is heard, we re inspired to go beyond what s been done before. It s why we re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.We ve partnered with industry-leaders in almost every sector and continue to thrive after 40+ years of change by operating with integrity.Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.We re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 ### ####, option one.Disclaimer:Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.* Which includes being a United States Affirmative Action Employer
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