As a Senior Client Advisor, you will support Oracle North American Application Sales. You will engage with Oracle’s most strategic clients to provide thought leadership, and provide recommendations on process, capability, and technology changes to realize operational strategy. Client Advisors help Oracle clients understand the connections and complexities that exist both within an organization, and an organization's surrounding ecosystem of suppliers, partners and providers. They work to disassemble opportunities for transformation into phased, value-based recommendations. Business Architects are trusted advisors to customers, they also engage, collaborate and partner with internal senior leaders, solution engineering, partner & alliances, to execute on long- and short-term account strategies.

The ideal candidate must be self-motivated, consultative, confident in working with senior leaders and comfortable in a matrix organization. They should have Significant C-level presentation expertise. To be successful in the role, you will demonstrate:

1. Strong Understanding of Business Process across different functions like finance, procurement, supply chain, HR, Marketing, Sales, Service etc.
2. Ability to understand Customer’s strategic Objectives, challenges and opportunities. Be able to translate those into key capabilities and the impact it has on key operational metrics for the customer.
3. Ability to diagnose current state architecture, able to create a future state architecture and provide a phase wise road map to the customer to achieve the end state goal.
4. Expert level breadth in business application solutions and transformational technologies.
5. Background in business process design and consulting.

Preferred Qualifications:

• 5+ years of Advisory, Solution architecture and Value Engineering
• Bachelor’s degree required; MBA or similar through experience is a plus
• 10+ years of experience in enterprise business software (ERP, SCM, HCM, CX, PaaS etc.)
• Industry experience in Retail or CPG or Life Sciences.
• Excellent presentation and communication skills
• Excellent interpersonal skills such as leadership, teamwork, facilitation and negotiation
• Ability to work independently from a home office, on the road, and Oracle office location
• Strategic and outcome-based mindset.
• Knowledge of architectural approaches.
• Proven presentation, communication and facilitation skills with a senior audience.
• Demonstrated ability to achieve aggressive goals and deliver on commitments.
• Ability to travel up to 50% annually

RESPONSIBILITIES:

CUSTOMER FACING

• Developing thought leadership, tools and methods on “case for change"
• Deep understanding of industry drivers and trends, customer strategy and business objectives.
• Gains trusted advisor status by understanding the customer’s business and co-developing strategies
• Ability to engage in value selling and value propositions.
• Understanding of business challenges and opportunities at the customer and able to identify business capabilities and architect solutions using the Oracle portfolio.
• Acts as an expert and evangelist for Oracle solutions, technology, digital transformation, Oracle strategy and Oracle vision.
• Maintains up to date product and technical knowledge of the Oracle portfolio
• Maintains awareness of competitor and partner applications
• Articulate the advantages of Cloud technology and Cloud economics.
• Communicates directly and effectively with customers at all levels (C-Suite to line level managers)
• Leads strategic/value-based discussions rather than feature/function discussion.
• Architect and orchestrate large multi-product pursuits.
• Define messaging and orchestrating demo to value.
• Innovative work around to position lean solutions and address gaps in Oracle solutions.
• Co-develop Roadmap to value with implementation partners.

SALES

• Identifying sweet spot opportunities in accounts
• Driving program with compelling value proposition and path to Cloud.
• Leading business development conversation with customers to create new opportunities.
• Influence partners to lead with Oracle solutions.
• Co-develop Deal Economics linked to business benefits and project deployment with Account Directors
• Orchestrates communication between relevant SMEs when necessary (internally or externally with customers/partners)
• Works closely with the sales teams on account planning and winning sales strategies
• Assembles and leads a multi-discipline team that executes the win strategies and themes.
  • Increase win rate, deal size and net new revenue
  • Drive expansion opportunities at current customers
  • Improve Customer retention.
  • Shape and Influence win strategy

ADVOCACY

• Identify gaps in Oracle solutions and share primary requirements with Product Development
• Democratize thought leadership tools and methods within the team and rest of Oracle.
• Develop positioning of cross- product solutions.