3 months ago
Principal Sales Consultant, Construction and Engineering Global Business Unit-21000MKD Applicants are required to read, write, and speak the following languages: English, Japanese
Oracle Japan Vacancy
Applications Sales Consultant
Business Area: Sales
Country: Japan (Tokyo)
IC Level: 4
This role will report to Application Sales Consulting Director. This role’s key objective is to support Construction Engineering team in Japan to accelerate revenue growth and support revenue in other JAPAC regions as necessary. This role may involve travel, and requires the successful candidate to have a high-level of Project Portfolio Management (PPM) Market, Tools and/or Consulting experience. The responsibilities are focused on the following four areas:
Primary responsibilities include:
Sales Engineer (Presales) support for Japan across all the Construction Engineering product lines. Primarily: Aconex, Primavera, Unifier and Textura
Discussion with customers, Value Added Resellers to validate customers’ needs and requirements via meetings, phone calls, webinars and/or digital discussions;
Demonstration of solutions based on clients’ requirements either derived from RFP or detailed requirement analysis; both in presentation and live demonstration. Face to face or online.
RFP response from a functional and technical perspective;
Creation and monitoring of customer evaluation, pilots and proof of concepts;
Addressing technical questions regarding a defined sales opportunity.
Running seminars for target accounts and supporting marketing initiatives
Other responsibilities include:
To deliver the Sales Enablement Program within predefined timelines
To coordinate the translation of program materials into local language within predefined timelines and to ensure translation quality
To provide feedback on program materials to cater for the local business culture
To collect feedback from program attendees on quality of training delivered
Supporting Business Development and Marketing activities.
Support for In-country Review on localization
Metrics for Performance Measurement:
Commissions will be tied entirely to target achievement. However the performance of this role shall be assessed on a quarterly basis by the following indicators:
* Achievement of Japan/APAC quarterly and annual New Software sales targets
* For Sales Ensgineers
o--******Fulfilment of 100% of well qualified opportunities
o--******SLA’s for sales response times
o--******Time ratio of target opportunities
o--******Time ratio of net new opportunities
Required experience and skills:
* Japanese – first language / business level written and spoken
* English – business level written and spoken
* PPM Sales Engineering (Pre-sales) or PPM Consulting experience
* Experience in one or more of the following verticals:
o--******Engineering & Construction
o--******Oil & Gas
o--******Commercial and Residential
* PPM industry experience
* PPM software experience
Examples of PPM experience:
* Be able to define the difference between TOC and CP scheduling techniques,
* Capable of discussing which EVM techniques can be applied to different types of situations to support percent complete.
* Articulate the value and need for collaborative document management and centralised document management.
* Talk in depth about top down planning and bottom up planning.
* Discuss how the Monte Carlo technique enables better planning.
* Argue points for both quantitative and qualitative planning and risk assessment techniques.
* Discuss Project Portfolio selection techniques, including the use of Boston charts to support visual portfolio analysis.
Example of application experience:
Asta, Bentley, BIM360, Clarity, Ecosys, Hydra, Plainview, Procore, Change Point, Artemis, Welcom, Safran, SAPDetailed Description and Job Requirements
Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.
As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.
Job: Pre Sales
Job Type: Regular Employee Hire