High-Level Overview
JOB DESCRIPTION
The Customer Success (CS) Presales team is responsible for assisting the Direct Sales Organization to maximize Annual Recurring Revenue (ARR) while setting the groundwork for successful implementation projects by the Customer Success (CS) Delivery organization. Our Customer Success Presales Team provides NetSuite implementation, product and industry thought leadership during the sales cycle. They do this by identifying prospect’s business objectives and aligning those to our SuiteSuccess product offerings. This includes scoping, estimating, documenting, and communicating the prospect’s solution and implementation strategy. CS Presales team members work with a variety of stakeholders including prospect’s C-Level executives and Oracle NetSuite’s Account Executives, Solution Consultants, Solution Architects, Delivery Consultants and Sales Leadership.
This individual contributor role, as a
Customer Success Advisor, is responsible for contributing to deal strategy, for pitching the value propositions of CS to Direct Sales, Solution Consultants, and prospects, and for scoping, estimating, documenting, and communicating the prospect���s solution and implementation strategy.
Responsibilities include:
- Leveraging industry knowledge to influence deal, solution, and implementation strategy
- Solve business problems by applying functional knowledge of project and resource management, job costing, project accounting, billing and revenue recognition rules
- Understands business operations and accounting for companies who provide a business or back-office service or for various finance/investment firms
- Developing a strong working relationship with the Direct Sales team
- Lead the Sales Motion with the Direct Sales Account Executive (AE) to ensure that all required activities are effectively implemented
- Collaborate with the Solution Consultant (SC) to develop a comprehensive understanding of the proposed solution and continue to build product knowledge
- Advocate for our SuiteSuccess methodology and communicate the advantages it provides to both prospects and the sales team
- Translate a prospect’s business objectives and processes to the SuiteSuccess SKU to develop the appropriate scope, estimate and SOW.
- Create and deliver a tailored proposal to prospects and reinforce our CS value propositions
- Handle objections effectively and negotiate with prospects regarding inclusions and exclusions to scope
- Maintain the CS Engagement Record (CSER) by regularly updating notes related to the deal status, major design changes, estimated hours, SKU, etc.
- Developing the team’s resources by coaching and mentoring junior resources on the team
- Developing strong working relationships outside of your team to use resources across Oracle NetSuite as needed
- Contribute to continuous improvement by communicating and developing key ideas and participating in internal team or organization improvement initiatives
Preferred Entry Qualifications/Skills include:
- Bachelors’ degree preferably in Business, Accounting, Computer Science, Business Development or equivalent
- 3+ years of experience as a successful technology implementation consultant/project manager and 1+ years��� experience within a given industry
- Preferred locations: Santa Monica, CA, Denver, CO; Austin, TX; Nashville, TN
- Other Locations: Chicago, IL or Burlington, MA will also be considered
- Previous NetSuite experience is highly desirable
- Strong understanding of US GAAP accounting principles
- Deep functional knowledge of project-based accounting, job costing, billing & revenue recognition principles
- Preferred industry experience:
- Business Services including professional services, management consulting, HR/staffing firms, accounting firms, research and development, insurance companies, law firms, legal services
- Finance/Investment Firms including investment asset management, investment banking, private equity firms, venture capital firms, holding companies
- Ability to travel 25%
- Ability to positively influence prospects and customers in the decision-making process, demonstrable sales acumen
- Demonstratable proactive approach to identify and resolve issues
- Above average ability to effectively communicate verbally and in writing
- Ability to acquire and maintain an understanding of Oracle NetSuite products and industries
- Ability to work under pressure, meet deadlines, and work on multiple deals simultaneously
- Ability to work independently and collaboratively
- Takes initiative and must always have positive/professional attitude.
Career Level - IC3
Responsibilities
QUALIFICATIONS
Disclaimer:
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range: from $79,000 - $158,200 per year. May be eligible for bonus and equity.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
- Medical, dental, and vision insurance, including expert medical opinion
- Short term disability and long term disability
- Life insurance and AD&D
- Supplemental life insurance (Employee/Spouse/Child)
- Health care and dependent care Flexible Spending Accounts
- Pre-tax commuter and parking benefits
- 401(k) Savings and Investment Plan with company match
- Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
- 11 paid holidays
- Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
- Paid parental leave
- Adoption assistance
- Employee Stock Purchase Plan
- Financial planning and group legal
- Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
About Us
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.
When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.
We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
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Disclaimer:
Oracle is an 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 and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
- Which includes being a United States Affirmative Action Employer
