NetSuite Presales Consultant-Manufacturing, Food and Beverage, Energy and Agriculture

High-Level Overview

The Customer Success (CS) Presales team is responsible for assisting the Direct Sales Organization to maximize 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 initial sales cycle.  We do this by identifying prospects’ 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 stakeholders including prospects’ subject matter experts and 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: 

• Leveraging industry knowledge to influence deal, solution, and implementation strategy
• Understanding business operations, financial management and accounting, supply chain management, shop floor operations, and resource management for companies who manufacture or co-manufacturer consumer packaged goods and materials across a variety of industries 
• Solving prospects’ business problems by applying functional knowledge of project management to estimating and scoping level of effort, technical comprehension to NetSuite as a platform solution, and consultative operational process improvement
• Developing a strong working relationship with the Direct NetSuite Sales team 
• Leading the professional services selling motion alongside the Direct Sales Account Executive (AE) to ensure that licensing and services sold provide a complete and communicated solution to the customer at implementation go-live
• Collaborating with the Solution Consultant (SC) to develop a comprehensive understanding of the proposed solution, continuing to build product knowledge, and articulating functional and technical solutions to prospects
• Advocating for our Customer Success SuiteSuccess methodology and communicating the advantages it provides to both prospects and our NetSuite Account Executive (AE) team 
• Translating each prospect’s business objectives and processes to the appropriate SuiteSuccess SKU and solution to develop and distribute the appropriate scope, estimate and statement of work (SOW)
• Creating and delivering tailored proposals to prospects while reinforcing our CS value propositions  
• Handling objections effectively and negotiating with prospects regarding inclusions and exclusions to scope
• Maintaining the CS Engagement Record (CSER) by regularly updating notes related to the deal status, expected close date, forecast percentage, estimated hours, change management assessments, prospect info etc. 
• Developing the team’s resources by coaching and mentoring junior resources on the team 
• Strategically developing and leveraging strong working relationships across the broader NetSuite organization to increase opportunities to drive more CS revenue and ARR
• Contributing to CS continuous improvement by developing and communicating key ideas to CS leadership and participating in CS organizational improvement initiatives 

Preferred Entry Qualifications/Skills include: 

• Bachelors’ degree preferably in Business, Operations Management, Accounting, Business Development, Supply Chain Management or equivalent 
• 3+ years of experience as a successful technology implementation consultant/project manager and 1+ years’ experience within a given industry 
• Preferred locations: Santa Monica, CA, Denver, CO; Austin, TX; Nashville, TN 
• Other Locations: Chicago, IL or Burlington, MA will also be considered
• Previous NetSuite experience is highly desirable
• Strong understanding of Six-Sigma Lean Manufacturing
• Deep functional knowledge of project-based accounting, job costing, billing & revenue recognition principles
• Preferred industry experience: 
  • Manufacturing (outsourced or vertically-integrated), distribution, fabrication, supply chain, operations management, CPG, food and beverage manufacturing and distribution, agriculture, energy and oil, project management or consulting for aforementioned industries 
• Abilit