Principal Solution Consultant

Functional Title : Principal Solution Consultant | Oracle Utilities

The Principal Sales Consultant provides in depth utility industry expertise to facilitate the sales process in a presales role.  This role will focus on a mastery of the utility industry and utility solutions, and in particular enterprise asset management and mobility knowledge and experience. ADMS and Operational Technology experience a plus also. This role engages closely with industry clients, creates and presents solution demonstrations, supports deal positioning, and industry partners.  The ideal candidate will partner with sales executives to execute a comprehensive strategy for key deals by drawing on their sales acumen, superior communications skills, and proven ability to lead cross-functional teams. They will work with sales executives to engage with prospects, existing clients and industry partners to create valuable relationships to drive the sales process. They will prepare and deliver compelling presentations, and they can sense the needs of their audience and adapt their message accordingly. The principal sales consultant works closely with colleagues across the company to drive complex deals to a successful close.

In this role, you will…

• Develop your existing industry expertise further with detailed learnings in Oracle Utilities solutions and service offerings.
• Engage with your clients. Guide them towards sharing not just their ideas for solutions but their underlying business challenges and priorities. Facilitate workshops to identify client business needs.
• Craft solutions from the Oracle Utilities applications that meet your customers business issues and future plans.
• Build a trusted advisor relationship with Oracle customers and partners by providing solutions to their business issues and industry challenges.
• Enable the sales team to pitch the right solution for the customer. 
• Prepare and deliver impactful demonstrations of the Oracle Utilities solutions that show the value of the Oracle in an easily understandable manner. 
• Work on large complex sales opportunities that need creative and sophisticated solutions. 
• Assist in training the sales team and partners on how to sell what's coming next and collaborate with your presales team on how best to configure and demonstrate how the new products & features support the industry. 
• Work with sales executives and assist defining sales strategy and project plans for high-value, strategically important deals.

More about you

• Have 6+ years presales, software training, or management consulting experience. 
• Have utility industry experience with a focus in Enterprise Asset and Mobile Workforce processes and ideally with additional utility operational knowledge.
• You have strong verbal communication skills and are comfortable presenting to both technical, business and executive audiences.
• Must have experience successfully demonstrating enterprise applications and complex solution concepts to a variety of skilled and industry audiences.
• Need to have the ability and experience in translating client issues into effective and achievable solutions.
• Can present crisply and articulate client-focused outcomes and successfully deal with objections.
• Superb written communications skills, including slide development and document authoring.
• Need to have the ability to confidently persuade others through meaningful presentations, demonstrations, and written communication. 
• Need to have the ability to manage presales projects, keep details from getting lost, and be accountable within a team.
• Need to be able to collaboratively work in a team-focused environment as well as work on your own.
• Must be able to work from a home office environment.
• Must have ability to travel on a regular basis, including possible international travel.

Career Level - IC4