NetSuite Customer Success Senior Pre-Sales Consultant

PLEASE NOTE THE FOLLOWING:

• 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
• Previous NetSuite experience is highly desirable
• Preferred industry experience: 
  • Manufacturing, Food & Heavy Industry
  • Retail Hospitality and Consumer Services
  • Software, Media and Telecommunications
• 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 (CS) Senior Advisor, brings 10+ years of experience as a successful technology implementation consultant/project manager and 5+ years’ Oracle NetSuite implementation experience within a given industry or an IC3 that has developed equivalent expertise.  A CS Senior Advisor demonstrates their experience to support the most complex deals with our Direct Sales teams.  This role is responsible for estimating, scoping, solutioning, and pitching a NetSuite solution, providing NetSuite solution and industry expertise, supporting the development of junior resources, and assisting them in the sales cycle.  A CS Senior Advisor is expected to participate and/or lead team initiatives. 

Responsibilities include:

• Developing a strong working relationship with Direct Account Executives (AE) and Direct Solution Consultants (SC) and CS Delivery team members
• Partnering with AE’s and SC’s to independently
  • Manage the Sales Motion with the AE to ensure that all required activities are effectively driven
  • Raise process exceptions to your manager for visibility and assistance
  • Advocate for SuiteSuccess and communicating the advantages it provides to both prospects and the sales team
  • Bring industry insight and experience to help define the sales strategy and adjust the solution positioning and CS Value Proposition accordingly
  • Translate prospect’s business objectives and processes to the SuiteSuccess SKU via the alignment to develop the appropriate scope, estimate and SOW.
  • Work with the SC to develop a comprehensive understanding of the proposed solution and continue to build product knowledge
  • Tailor standard presentations to meet the needs of the specific prospect
  • Leverage other resources within Customer Success Presales or other CS teams as appropriate
  • Deliver a dynamic CS Value Proposition to prospects
  • Handle complex objections effectively
  • 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. 
  • Conduct reverse knowledge transfer with the delivery and sales teams
• Continuing to build industry and product capabilities by
• Deepening industry competence aligned to key industry groups by participating in industry focused education and/or groups internal and external to Oracle NetSuite 
• Contributing industry solution content as part of our CS Insights efforts
• Developing an understanding of the competitive landscape and each players relative strengths and weaknesses
• Developing skills to scope deals with one or more additional components: WMS, SuiteBilling, OpenAir, PBCS, SuitePeople, eCommerce
• Developing the team’s resources by
  • Coaching and mentoring junior resources on the team
  • Developing a teachable point of view working with other team members to share this knowledge
• Building relationships within the organization by
  • Developing strong working relationships outside of your team to leverage resources across Oracle NetSuite as needed