Job Description The Customer Success (CS) Presales team is responsible for assisting the Direct Sales Organization to maximize 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 initial sales cycle. We do this by identifying prospects' 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 stakeholders including prospects' subject matter experts and C-Level executives, and Oracle NetSuite's Account Executives, Solution Consultants, Solution Architects, Delivery Consultants and Sales Leadership.
Minimum Requirements Bachelor's degree preferably in Business, Operations Management, Accounting, Business Development, Supply Chain Management or equivalent3+ years of experience as a successful technology implementation consultant/project manager and 1+ years' experience within a given industryPrevious NetSuite experience is highly desirableStrong understanding of Six-Sigma Lean ManufacturingDeep functional knowledge of project-based accounting, job costing, billing & revenue recognition principlesPreferred industry experience: Manufacturing (outsourced or vertically-integrated), distribution, fabrication, supply chain, operations management, CPG, food and beverage manufacturing and distribution, agriculture, energy and oil, project management or consulting for aforementioned industriesAbility to travel 25%Ability to positively influence prospects and customers in the decision-making process, demonstrable sales acumenAbove average ability to effectively communicate verbally and in writingAbility to acquire and maintain an understanding of NetSuite products and industriesAbility to work under pressure, meet deadlines, and work on multiple deals simultaneouslyAbility to work independently and collaborativelyTakes initiative and able to maintain and display positive and professional attitudeResponsibilities Leveraging industry knowledge to influence deal, solution, and implementation strategyUnderstanding business operations, financial management and accounting, supply chain management, shop floor operations, and resource management for companies who manufacture or co-manufacturer consumer packaged goods and materials across a variety of industriesSolving prospects' business problems by applying functional knowledge of project management to estimating and scoping level of effort, technical comprehension to NetSuite as a platform solution, and consultative operational process improvementDeveloping a strong working relationship with the Direct NetSuite Sales teamLeading the professional services selling motion alongside the Direct Sales Account Executive (AE) to ensure that licensing and services sold provide a complete and communicated solution to the customer at implementation go-liveCollaborating with the Solution Consultant (SC) to develop a comprehensive understanding of the proposed solution, continuing to build product knowledge, and articulating functional and technical solutions to prospectsAdvocating for our Customer Success SuiteSuccess methodology and communicating the advantages it provides to both prospects and our NetSuite Account Executive (AE) teamTranslating each prospect's business objectives and processes to the appropriate SuiteSuccess SKU and solution to develop and distribute the appropriate scope, estimate and statement of work (SOW)Creating and delivering tailored proposals to prospects while reinforcing our CS value propositionsHandling objections effectively and negotiating with prospects regarding inclusions and exclusions to scopeMaintaining the CS Engagement Record (CSER) by regularly updating notes related to the deal status, expected close date, forecast percentage, estimated hours, change management assessments, prospect info etc.Developing the team's resources by coaching and mentoring junior resources on the teamStrategically developing and leveraging strong working relationships across the broader NetSuite organization to increase opportunities to drive more CS revenue and ARRContributing to CS continuous improvement by developing and communicating key ideas to CS leadership and participating in CS organizational improvement initiativesAbout Us As 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 +1 888 404 2494, 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.
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