DEPARTMENT: Apps Sales Consulting

LOCATION: Shanghai/Beijing

No. of people: 1

KEY OBJECTIVE

• Support CRM presales activities, especially in MRD (Manufacturing, Retail & Distribution) area

• Provide functional and technical CRM pre-sales support to defined opportunities to maximise likelihood of sale that will result in high customer satisfaction. This pre sales support includes:

• Design and validation of Oracle CRM software solutions, including advanced product concepts, industry relevance and future product direction.

• Effectively present, communicate and demonstrate Oracle CRM solution to the customer and partners.

• Gather expertise in the latest CRM product offerings, including competitive strengths and weaknesses.

SPECIFIC RESPONSIBILITIES

• As part of the successful CRM presales team to achieve CRM apps revenue for Greater China area

• Play the role of a solution architect by independently leading sales consulting engagements. Be the recognised subject matter expert for CRM, learn and maintain product knowledge and apply knowledge to solutioning process

• Act as lead SC to lead a bid team (3-5) across product lines throughout the sales cycle, incl: Conduct client discovery meetings, map out solution footprints, conduct demos, respond to RFPs, lead PoCs

• Maintain good relationship with sales team, act as internal CRM evangelist

• Own 1+ partner relationship and own 1+ account from CRM perspective. Maintain relationship and ensure referencibility.

• Lead/Conduct local small round-table sessions with Oracle installed base or prospects to increase CRM pipe

RELEVANT TRAINING & EXPERIENCE:

Essential:

• 5+ year CRM domain functional/operational experience (e.g. call center, sales, marketing, service)

• Solution Selling or Business consulting experience

• Industry domain knowledge in FSI (ideally) and/or MRD

• Selling/BD mentality but can also hands-on with products

• 5+ year Hands-on experience with at least one major CRM package

• PeopleSoft CRM product knowledge is definitely an advantage

• Oracle CRM product knowledge is a plus

• Knowledge of ERP process is a plus

• Knowledge of Call centre PBX/CTI with Avaya/Genesys/Huawei solution a plus

KEY RELATIONSHIPS

Internal

Sales, BD, other presales team, Industry Solution team, A&C, OCS

External

Partners, Customers, Prospects

COMPETENCIES

Solution Selling

Presentation & Consultation skills

Team worker

Knowledge contribution

Team Leadership

Product mastery

Adaptable and self-motivated

Customer centric