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 北京:著名美企+嵌入式数据库+Technology Solution Consultant |
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huntergirl
头衔: 海归中士
加入时间: 2005/11/24
文章: 7
海归分: 695
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作者：huntergirl 在 海归招聘 发贴, 来自【海归网】 http://www.haiguinet.com
Regional Lead - North China, Embedded GTMi
Technology Solutions Consulting · Beijing
JOB DESCRIPTION:
1. Lead Embedded GTM execution in North China by supporting Tech Sales Executives, Embedded Business Unit(EBU) and Industry Business Unit(IBU) resources and by fulfilling business reporting function.
2. Facilitate discussion on where and how to apply Embedded solutions with customer, industry and partner teams
3. Represent Oracle as credible business expert in each of the Embedded Databases - TimesTen, Berkeley DB and Oracle Lite
SPECIFIC RESPONSIBILITIES:
1. Actively engage with Tech Sales Reps in large/strategic opportunities to accelerate closure and achieve maximum business capture in the account by
a. facilitating architecture workshops with customer / partner development teams
b. providing input during design phase of project
c. mapping out scope and deliverables of Proof of Concept/Pilot phases
2. Actively engage necessary technical skills to support sales engagement from Greater China Database Sales Consulting within broader Embedded Database virtual team to deliver agreed outcomes
3. Work with Tech Sales Executives, EBU and IBU resources to execute agreed GTM plan and provide input to update and improve plan by building value propositions by Industry, by Geography.
4. Participate and facilitate strategic product presentations and demonstrations
5. Ensure high quality input to response to tenders, RFIs and proposals as required
6. Be knowledgeable in how to position ‘build vs buy’ argument when dealing with Internal competition. Maintain knowledge of competitor products as they develop.
7. Track Embedded opportunities; report progress; highlight issues and recommend changes to account and / or "Go to Market"strategies as applicable via quarterly business reviews with stakeholders.
8. Identify skills gaps (product skills, domain skills, soft skills) within SC & Partner communities and create / deliver appropriate programs to bridge the gaps
9. Work with Marketing to influence Analysts, Focused User Groups, Press & Media to create maximum mindshare for Oracle Embedded database solutions
10. Help drive referenceability of Embedded Database customers by close association with key customers or acting as the Oracle sponsor for key accounts
RELEVANT TRAINING and EXPERIENCE:
Essential:
1. 10 years of IT consulting or pre-sales experience, with at least 5 years in technology sales in a multi-national software vendor environment in a role requiring solution design or architecture skills
2. Detailed understanding of Oracle Database and Middleware technology as well as Java, C++ and other development platforms
3. Demonstratable record of successful, multi-million dollar technology sales and/or consulting experience - positioning and selling technology solutions at an executive level in major, multi-national organisations, preferably in CMU and FSI
4. High level of communication skills (both written and oral) in English and Mandarin
5. Self-motivating with the ability to work independently (as required)
Desirable
1. 1 - 3 years experience in target industries of CMU and/or FSI
2. Exposure to RealTime applications and their OS eg Carrier-Grade Framework
3. Strong expertise in Solution Sales Methodologies & Execution Model
MEASURES OF SUCCESS:
1. TimesTen, Oracle Lite and Berkely DB pipeline (3x cover) and revenue from region
2. No. of certified Business Partners engaged and no. of Design Wins
3. Referenceability
Contact us: [email protected] 010-64668184-12 Jerry Yao 
作者：huntergirl 在 海归招聘 发贴, 来自【海归网】 http://www.haiguinet.com
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 北京:著名美企+嵌入式数据库+Technology Solution Consultant -- huntergirl - (3771 Byte) 2006-7-28 周五, 14:59 (1099 reads)
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