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Job Description

High-Level Overview

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 initial sales cycle. We do this by identifying prospects’ 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 prospects’ subject matter experts and 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

• Understanding business operations, financial management and accounting, supply chain management, shop floor operations, and resource management for companies who manufacture or co-manufacturer consumer packaged goods and materials across a variety of industries

• Solving prospects’ business problems by applying functional knowledge of project management to estimating and scoping level of effort, technical comprehension to NetSuite as a platform solution, and consultative operational process improvement

• Developing a strong working relationship with the Direct NetSuite Sales team

• Leading the professional services selling motion alongside the Direct Sales Account Executive (AE) to ensure that licensing and services sold provide a complete and communicated solution to the customer at implementation go-live

• Collaborating with the Solution Consultant (SC) to develop a comprehensive understanding of the proposed solution, continuing to build product knowledge, and articulating functional and technical solutions to prospects

• Advocating for our Customer Success SuiteSuccess methodology and communicating the advantages it provides to both prospects and our NetSuite Account Executive (AE) team

• Translating each prospect’s business objectives and processes to the appropriate SuiteSuccess SKU and solution to develop and distribute the appropriate scope, estimate and statement of work (SOW)

• Creating and delivering tailored proposals to prospects while reinforcing our CS value propositions

• Handling objections effectively and negotiating with prospects regarding inclusions and exclusions to scope

• Maintaining the CS Engagement Record (CSER) by regularly updating notes related to the deal status, expected close date, forecast percentage, estimated hours, change management assessments, prospect info etc.

• Developing the team’s resources by coaching and mentoring junior resources on the team

• Strategically developing and leveraging strong working relationships across the broader NetSuite organization to increase opportunities to drive more CS revenue and ARR

• Contributing to CS continuous improvement by developing and communicating key ideas to CS leadership and participating in CS organizational improvement initiatives

Preferred Entry Qualifications/Skills include:

• Bachelors’ degree preferably in Business, Operations Management, Accounting, Business Development, Supply Chain Management 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 Six-Sigma Lean Manufacturing

• Deep functional knowledge of project-based accounting, job costing, billing & revenue recognition principles

• Preferred industry experience:

• Manufacturing (outsourced or vertically-integrated), distribution, fabrication, supply chain, operations management, CPG, food and beverage manufacturing and distribution, agriculture, energy and oil, project management or consulting for aforementioned industries

• Ability to travel 25%

• Ability to positively influence prospects and customers in the decision-making process, demonstrable sales acumen

• Above average ability to effectively communicate verbally and in writing

• Ability to acquire and maintain an understanding of 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 able to maintain and display positive and professional attitude

IC3 Level

Career Level - IC3

Responsibilities

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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 to $158,200 per annum. 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:

1. Medical, dental, and vision insurance, including expert medical opinion

2. Short term disability and long term disability

3. Life insurance and AD&D

4. Supplemental life insurance (Employee/Spouse/Child)

5. Health care and dependent care Flexible Spending Accounts

6. Pre-tax commuter and parking benefits

7. 401(k) Savings and Investment Plan with company match

8. 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.

9. 11 paid holidays

10. 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.

11. Paid parental leave

12. Adoption assistance

13. Employee Stock Purchase Plan

14. Financial planning and group legal

15. 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