Solution Engineering Manager

Job Description

Our Life Sciences Industry SE Manager partners with the Sales organization, selling Oracle’s market-leading Enterprise Resource Management (ERP), Enterprise Performance Planning (EPM), Supply Chain Management (SCM), Customer Experience (CX) and Human Capital Management (HCM) Cloud solutions to enterprise level Life Sciences accounts across North America. As a leader, if you are passionate about developing pre-sales Solution Engineers and helping them achieve their goals, creating innovative and compelling experiences that highlight our unique value and differentiation in the marketplace, partnering with Sales to drive excellence and outcomes, and elevating your career at the market leader in the Cloud, then this is a fantastic opportunity for you.

Your key objectives are:

• Create and sustain an environment where your team is inspired, informed, educated, enabled, performs with excellence, recognized and rewarded with the goal of consistent and repeatable success.
• Partner with the business (sales and your SE Management peers) to provide insights, ideas, creativity and action to ensure your team is working on the right things, at the right time and in the right manner to optimize positive outcomes.
• Maximize your team’s productivity and modernize the way your team engages with customers and prospects, using compelling, innovative and creative tools and techniques highlighting our Oracle Cloud market-leading differentiators.
  
  
  

Success is defined in part through the following:

Partnership with Sales

Lead your partnership with your key sales stakeholders (Life Sciences Group Vice President, Regional VPs/Managers, Industry Sales Executives) to help develop compelling account and opportunity strategies, engage the appropriate pre-sales teams to support execution of the opportunities, influence messaging and demo strategy to inspire our prospects and customers and illustrate the value of Oracle Cloud applications. Develop and enable world-class Life Sciences industry points of view for sellers and SE’s and the ecosystem. Nurture top level trusted relationships.

Provide coaching on deal opportunity reviews, discovery preparation, dry runs, demonstrations, executive presentations and value workshops. Act as SE leadership sponsor for certain key deals and accounts. Understand, influence and communicate the status and plan for executing with excellence on top opportunities and step in to help where and when needed. Run regular business reviews with sales management and Lead SE’s to ensure alignment on priorities and progress on key deals.

Team Management

Create, nurture and sustain an environment where your team is inspired, informed, educated, enabled, recognized and rewarded with the goal of ensuring you have a successful and motivated team. Activities include team meetings, 1:1s, Leading Practices sharing, collaboration and communication in real-time, honing skills, developing innovative ways to solve problems with your team and innovative approaches to engaging with prospects and customers. Lead your team in continuous development to expand and refine skills to match the demands of the business, our customers and rapidly changing marketplace. Other tasks as a manager include time card and activity review and approval, overtime review and approval, expense report review and approval, and weekly time entry and data quality plus related analytics/trends.

Business Improvement Initiatives

You will be expected to lead or participate in projects and initiatives across Solution Engineering to help solve problems and improve as a business. This includes such activities as managing the quality of preparation and delivery in our sales cycles as well as the skills development planning and progress of your SE team.

Preferred Qualifications:

• 10+ years of relevant Cloud Applications experience in a pre-sales (solution engineering, solution consulting, etc.) role.
• 5+ years of management experience preferred.
• Proven Life Sciences Industry specific knowledge, experience, expertise and outcomes driven, spanning Life Sciences micro-industries and across a vast array of business processes.
• Deep background in a combination of ERP, SCM and/or EPM applications.
• Strong, proven collaboration and verbal and written communication skills.
• Expert presentation skills and polished executive presence.
• Experience with complex sales engagements and strong sales acumen.
• Experience leading industry teams, appropriate knowledge of methodologies and technology.
• Demonstrated experience working in a matrix / multi-level management structure.
• Proven experience building diverse teams, highly inclusive leadership style, managing people, performance, and sales processes.
• Proficiency/knowledge in Oracle solutions and/or in competitive solutions and business models preferred.
• Proven positive leadership, drive for results and “can do” attitude and a mindset towards continuous improvement and innovation.
  
  
  

Career Level - M2

Responsibilities

Key Solution Engineering Execution Tasks

• Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews to help ensure a customer centric approach to winning.
• Personally engage and help drive deal progression on key opportunities and engage where needed to help manage activities and ensure that SE investment and activities are well planned and executed.
• Demonstrate innovative approaches to pipeline development (with sales ownership) and elevating Oracle against our competition in sales cycles.
• Balance the required presales investment with the value of each opportunity by engaging the appropriate presales team for qualified sales opportunities, including the identification of a Lead SE where appropriate.
• Enforce consistent presales processes, including opportunity management, preparation sessions, discoveries and workshops with the customer, dry-runs, validations, etc. to ensure world-class demos and presentations, resulting in flawless execution. Ensure consistency and quality in SE preparation and delivery of sales cycle steps.
• With select accounts, build strategic partnerships with key decision makers in customer organization.
• Be excellent and compelling at delivering presentations to customers and to internal stakeholders.
  
  
  

Key Team Management Tasks

• Foster and environment of continuous learning, improvement, innovation and development for each team member and work with each to define and execute a tailored plan focused on broadening solution knowledge, deepening and widening Life Sciences industry knowledge and business processes, and sharpening presentation skills.
• Provide feedback and coaching during preparation sessions, dry-runs, demos and presentations in order to help SEs hone their skills. Also provide on-going formal oral and written feedback.
• Encourage and propel your team toward the organization’s revenue goals (bookings and total annualized bookings) in the success of every sales cycle.
• Help develop the larger presales organization through leadership of an industry-focused community of practice which provides enablement and a voice of the field to solution engineering management.
• Use an objective, data-driven process along with other subjective criteria to evaluate and measure SE’s on a regular basis.
• Collaborate with your SE Management peers to share leading practices, optimize resources and rise the tide for all boats.
• Be resourceful, creative and a true problem solver – bring answers.
• Ensure achievement of SE goals and objectives (organizational and personal).
  
  
  

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 $100,000 - $207,400 per year. May be eligible for equity. Eligible for commission with an estimated pay mix of 60/40 - 65/35.

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.

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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.

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