NetSuite Professional Services Presales Consultant
PLEASE NOTE THE FOLLOWING:
- Previous NetSuite implementation experience is highly desirable
- Preferred locations: Austin, TX; Nashville, TN; Burlington, MA
- Other Locations: Chicago, IL or Denver, CO will also be considered
- Selected candidates will be in office 3-4 days per week
- Preferred industry experience:
- Construction
- Distribution
- Transportation & Logistics
- Manufacturing
- Ability to travel 25%
High-Level Overview: The Customer Success (CS) Presales team (Consulting) is responsible for assisting the Direct Sales Organization to increase 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 collaborators 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:
- Demonstrating industry knowledge to influence deal, solution, and implementation strategy
- 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
- Sales and implementation competence
- Above average ability to optimally communicate verbally and in writing
- Ability to acquire and maintain an understanding of Oracle NetSuite products and industries
- Takes initiative and must always have positive/professional attitude
- Ability to consistently create and deliver strong presentations (i.e. PowerPoint)
- Ability to work independently and collaboratively across teams
- Ability to build relationships
- Ability to travel up to 25% of the time
Career Level - IC3
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