Principal Sales Consultant EGBU
Full time | United Arab Emirates - Dubai | Posted on 4 Jul, 2012
Principal Sales Consultant EGBU
United Arab Emirates
Job based in
The Embedded Global Business Unit (EGBU) is helping Oracle partners reselling Oracle technology embedded as part of their own product offer.
As an example in Telecommunication vendors such as Ericsson, Nokia, Alcatel etc. are selling their equipment to the end customer (e.g. T-Mobile). Most of the times the end customer is not aware that the vendor has build their hardware/software solution on top of infrastructure such as databases or middleware from Oracle. This can be completely invisible and typically the end customer is not allowed to use the Oracle software for another purpose beside the partner solution.
In the sales process the Sales Consultant as part of the Sales team has to understand the general business need in all kind of industries such as Telecommunication, Retail (e.g. for RFID, Scanner), Automotive (e.g. Telematics), Healthcare, Finance etc. and propose the corresponding Oracle technology.
The EGBU supports a wide range of partner solutions ranging from mission critical enterprise systems such as turnkey solution for a Pulp & Paper Factory, mid size solutions such as an intelligent network or a Telco switch, to small mobile devices or hardware such as a navigation system in a car.
The sales cycle for embedded customers (partners) is often different from an enterprise sales process because enterprise customers typically want to solve a specific business pain versus partners are typically more looking ahead how to design solutions for tomorrow. Our interaction with a partner can be even years before the solution will be rolled out and deployed to the end customer as they may evaluate and decide in an early phase which technology they will use as infrastructure for development.
As currently in the EGBU SC group there is a lot of expertise in databases such as TimesTen and Berkeley DB a good fit into the team would extend the team with a deep knowledge and background of O10g/O11g/RAC, Oracle Lite and/or Fusion Middleware (Application Server, Business Processes etc.). Nevertheless the SC will be trained on all embeddable Oracle technology to be able to position the products accordingly.
Since the EGBU is a new founded business unit, interaction with development is also frequently done in order to feedback market requirements versus the current product offer and influence the roadmap accordingly.
Run seminars and workshops for Partner organizations as required
Support existing and new ESL partners when embedding Oracle technology products
Part of EGBU global presales team
Work closely with the EMEA EGBU sales reps and country tech presales
Respond to Requests for Information (RFIs) and Request for Quotation RFQs
Actively maintaining a depth of product knowledge in the embeddable Oracle technology products with focus on relevant expertise (Databases O10g, O11g, RAC, OLite, TimesTen, Berkeley DB) and/or Fusion Middleware
Maintain awareness of all relevant competitive products
Understand the needs and pains of the customer and being able to link them to the set of products/solutions provided by Oracle
Educating customers and Partner Organizations in Oracle Product offering and Value Propositions in the designated product areas
Design and build proof of concepts with partner solutions and Oracle embeddable Tech products with focus on 10g/11g and RAC
Building and maintaining relevant relationships with the customer during the bid process
Hold a Degree in Computer Engineering, Computer Science or Information Technology from a reputable University is an asset
Deep knowledge of database technology and their business value with hands on experience
Willingness to do Proof of Concepts
Must be in PreSales for at least 5 years
Team player able to contribute at both regional level and EMEA wide
Building effective relationships
Excellent written and verbal communication skills
Understand what embedding technology means and how it is different from enterprise sales
As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
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