Oracle HCM Business Value Consulting Director in Annapolis Junction, Maryland
Overlay sales personnel providing specialist product expertise to the sales force.
Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.
Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.
This is a remote/office based position which may be performed anywhere in the United States except for within the state of Colorado.
Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.
Value Consulting Director
Oracle's Business Value Consulting Directors are a key members of Oracle’s pre-sales team. They will be supporting Oracle's Business Value Services (BVS) Engagement Model though interactions with our customers, sales teams and business partners.
Value Consultants are dedicated to helping customers explore, understand, justify and realize the business value associated with Oracle cloud applications, technology and business process enhancement. Value Consultants must exhibit dynamic communication, executive presence, business justification development and leadership skills. Thru their efforts, Value Consultants help increase close rates and deal size, by helping Oracle Sales Teams have a better understanding of our prospects and customers business. Value Consultants drive relevant and productive business conversations with our customers.
Serve as the subject matter expert on value engagement, metric research and business case development in one or more of the following application areas: Enterprise Resource Planning (ERP), Human Capital Management (HCM) or Customer eXperience Management (CX).
Manage multiple value selling opportunities, programs and roadmap engagements simultaneously.
Lead and/assist in building value-based engagement strategies and business development activities.
Work independently to drive a value engagement plan to build downstream sales pipeline and increase close rates.
Identify and understand research and value based resources, both internal and external to potential strategic quantifiable and non-quantifiable benefits of the Oracle solution set, and build a case for change as appropriate.
Build customer relationships as a Trusted Business Advisor by interacting and collaborating with senior level executives and key stakeholders to understand their strategic objectives and the benefit of working with Oracle to achieve those objectives.
Leverage the value engagement to help illustrate a transformational vision for our customers.
Capture critical information throughout our customer engagements, including but not limited to: benchmarks, KPI’s, engagement status and realized value that can be used to help our customers and enhance our program.
Teamwork, collaboration and a desire to improve our engagements and the program.
- C-level presence
o Convey confidence in an executive environment; must demonstrate prior presentations to C-level executives
o Guide and facilitate meaningful discussions with senior business leaders
o Develop and deliver engaging business value presentations to executives
o Negotiate business value agreement with the economic buyer
- Understand, solve and articulate complex business problems for the digital age
o Clearly articulate both verbal and written complex business challenges
o Strong independent research and analytical skills
o Knowledge of multiple industries and best business practices
o Strong sales acumen
- Lead end to end value consulting engagements
o Strong project management skills
o Lead multiple value engagements at the same time
o Lead and advise sales teams through influence
o Expert knowledge of cash flow and ROI financial metrics (NPV, IRR, Payback) to conduct quantitative analysis and benchmarking
o Document the impact Oracle Cloud will have on an organizations ability to operate and transform their business
- Industry Experience – Priority will be given to candidates with industry experience in the following:
o Healthcare (Provider)
o Higher Education
o Financial Services (Banking)
o Minimum 10 years business experience
o Advanced business degree or equivalent
*Travel expectations: *Approximately 50%
We are unable to provide visa sponsorship for this role at this time- no candidates requiring visa sponsorship will be considered.
Title: HCM Business Value Consulting Director
Location: United States
Requisition ID: 210004BT