HCM Solution Engineering Senior Manager

Oracle is looking for a dynamic and high performing Sales Consulting Senior Manager to lead a successful team as part of the German SaaS Pre-Sales organisation.  We are looking for someone who will thrive on the challenge of working in a fast-moving Cloud Sales environment and who has a passion for innovation and how technology can help businesses succeed.

Fluent German Language skills required 

The Sales Consulting Senior Manager will be responsible for leading a team of Sales/Solution Consultants, working hand-in-hand with the Sales organisation, to help sell Oracle’s market-leading cloud solutions with focus on HCM.  They will work closely with Sales Management stakeholders to support key opportunities and sales campaigns and it is therefore important that the candidate understands Oracle’s strategic offering and how this translates into business outcomes for Oracle’s customers.  

The successful candidate will be a strongly motivated individual who will spend time developing and leading their team; they will be customer focused, with a flair for persuasive presentations and engaging workshops; and they will have commercial industry experience allied to functional and business acumen.  This is a great opportunity to play a key role in Oracle’s SaaS transformation and helping Oracle’s customers on their journey to the Cloud.  There are four main aspects to the role:

Strategic Sales Partnership 
Manage a partnership with your key stakeholders to help develop a strategic plan for the industry sectors and key accounts you support and the way you will work together on executing the plan.  

Tactical Sales Partnership
Help develop great opportunity strategies and engage the appropriate presales teams to support them.  You will run and attend deal clinics and reviews, dry runs and dress rehearsals as well conduct regular business reviews with sales management to ensure alignment on priorities and progress on key deals.

Team Management
Create 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, above all, a happy team.  

Business improvement initiatives
You will also be expected to lead or participate in projects and initiatives to drive innovation and embrace new techniques across the wider team to help solve problems and improve as a business (e.g., industry-specific engagements).  

Key Areas of Responsibility

Sales Execution Tasks
•    Collaborate with sales management to plan account strategies through participation in regular account reviews;
•    Demonstrate innovative approaches to sales cycles and pipeline development;
•    Balance the required presales investment with the value of each opportunity, challenging when appropriate;
•    Engage appropriate presales team for qualified sales opportunities, including the identification of a presales lead;
•    Drive consistent presale processes, including CRM-based opportunity management, dry-runs and discovery sessions, to ensure superior demos and presentations;
•    Within select sales cycles, build strategic partnerships with key decision makers in customer organisation;
•    Monitor and support the impact of each presales team member throughout each sales cycle;
•    Maintain high-level knowledge of Oracle’s entire solution suite and key competitors;
•    Balance team utilisation, including investment in training & business development, to support the pipeline;
•    Qualification of sales opportunities.
•    Foster industry approach: Collaborate with sales leadership to integrate industry-specific value propositions (within HCM, cross-pillar where applicable), ensuring consistency and alignment with the broader DE GTM strategy.
•    Align demos with industry messaging: Ensure all HCM demos highlight cross-pillar synergies, tailoring the narrative to industry-specific priorities like compliance and workforce engagement.
•    Integrate the 4Rs framework: Apply the 4Rs (Repeatability, Relevance, Responsiveness, and Results) to presales activities, focusing on delivering outcomes that resonate with the strategic objectives of German industries.

Team Development Tasks
•    Identify areas of development for each team member and work to define and execute a tailored learning plan;
•    Foster an atmosphere of continuous learning and improvement;
•    Monitor the development activities towards industry and solution learning goals;
•    Provide feedback and coaching after dry-runs, demos and presentations in order to help them hone their skills;
•    Provide formal oral and written feedback during regular performance management reviews;
•    Drive and encourage your team members toward their revenue targets and aim for target quota attainment.
•    Help develop the larger presales org