Technology Software Engineering – Client Engineer

13 سبتمبر، 2022

0 5 3 دقائق

الوصف الوظيفي

Technology Software Engineering – Client Engineer

The primary role of a client engineer is to work in the technology pre-sales capacity and to take the lead in the early and accurate definition of customer solutions and associated architectures. Working with senior customer staff, from both a business and IT perspective, to understand and extend their needs, and subsequently to define the solution and high-level architecture to meet these requirements. Successful client engineer will have a strong understanding of how technology can solve business issues, reducing risk, increasing value to the customer. The client engineer will have a consultative sales style, and is focused on revenue, taking the initiative to ensure that Oracle wins the technology decision.

SCOPE

Contributes to the achievement of revenue targets.
Has a good understanding across the breadth of Oracle's product set (with a deeper coverage in two or more areas, especially around Oracle Database and related technologies) and technology architectures.
Supports the selling function.

QUALIFICATIONS

Understanding and representing business strategy (business objectives, business drivers, business relationships, key performance indicators, industry drivers, etc.)
Discovering and formalizing customer's business and technical requirements using appropriate tools and techniques
Understanding and representing customer IT policy, strategy and Enterprise Architecture
Formulating appropriate customer solutions combining Oracle Applications, Technology, Hardware and Partner offerings
Developing high level transition and implementation roadmaps to describe how customers can transition to proposed solutions
Working alongside experts to formulate cost/benefit analysis, TCO and ROI cases
Engaging as 'solution manager/owner' on key accounts and opportunities
Owning the definition and integrity of the solution architecture on major/strategic bids
Possessing expert knowledge of how technology is evolving and being applied in business
Possessing expert knowledge of current and emerging architectural patterns
Advising customers on Oracle Reference Architectures and how they can transition toward it
Advising customers on how Oracle is positioned relative to the competition on key IT issues
Taking an architecture lead in team and client meetings
Contributing to the Architects Professional Community
Contributing to the repository of Oracle Reference Architectures
Advising on the use of the appropriate architectural processes and tools
Collaborating with architects and technical staff from partners to support joint proposition development, marketing and selling activities
Balancing clients’ needs and protecting Oracle commercial needs
Building and maintaining relationships at all relevant levels within the client including C-Level people
Working with account teams to discover and exploit opportunities for cross and up selling
Able to identify “quick wins”
5+ years of relevant experience for this position

COMPETENCIES

Personal: Creativity, Credibility, Personal Drive, Influencing and Negotiating, Problem Solving
Inter-personal: Building Effective Relationships, Customer Focus, Effective Communication
Business Acumen, Coaching
Broad Cross-Portfolio Product Knowledge
Business Analysis
IT Strategy Analysis
Provable experience in major IT projects involving the whole business process
Industry Knowledge (Communications, Financial Services, Public Sector, Utilities, HealthCare, Manufacturing, Retail, Distribution, etc.)
Fluent English

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell. As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions. Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.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).