ORACLE NORTH AMERICA CONSULTING

JOB CODE: 21650 JOB FAMILY: Solution

JOB TITLE: DISCRETIONARY TITLE (S)
Consulting Solution Director Solution Director, Consulting
Business Development Director (GSD
Only)
GLOBAL CAREER LEVEL: IC5 CONSULTING LEVEL: 8
ROLE PURPOSE:
As an acknowledged authority within Oracle, this senior level consulting professional has a
breadth of knowledge and understanding of solutions, industry best practices, multiple
business processes or technology designs across multiple product families. Collaborates with
the consulting sales team to design innovative solutions that have industry-wide impact.
Analyzes business needs to ensure Oracle solution meets customer objectives by combining
industry best practices, product knowledge and business acumen. Leads the domain specific
solution design aspects of engagement(s) ensuring high quality, integrated business solutions.
As a position of technical and professional influence, this individual frequently operates at the
leading edge of technology.

Works directly with consulting sales to identify, qualify and secure business on Oracle
solutions. Exercises creativity and independent judgment in developing business solutions to
facilitate the closing of consulting deals across the practice. Interacts with the sales team and
customer to architect the solution. Develops and contributes to non-routine and very complex
statements of work, work breakdown structures and/or level of efforts and staff plans. Drives
awareness of business solutions throughout the practice. Builds and maintains a network and
up to date specific industry or product knowledge.

Influences the customer senior management around their acceptance of Oracle’s solutions and
services. Demonstrates excellent communication through presentations to customers.
Exercises creativity and independent judgment in developing business solutions. Coordinates
a pursuit team of subject matter experts. As a thought leader and trusted advisor, effectively
influences difficult decisions at the senior level of customer organizations. Knowledgeable of
competition and external factors that may influence Oracle’s competitive position. Ability to
travel as required.

Key
Key Activities
Accountabilities
1. Work
Work with customer business executives and IT managers to
Management understand their business priorities and challenges

Direct the development and design of detailed solutions for highly
complex projects

Develop high level implementation roadmaps to describe how
customers can transition to proposed solutions

Collaborate with Sales (Consulting and License) to define
complex solutions that are accurate and profitable for Oracle

Ensure enterprise solution spans across customer business
processes

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Advise and influence customer leadership on process
direction/decisions by providing industry, business process, and
product expertise

Participate in the development of the technical detailed work
plans which support the overall project plan

Anticipate project risks and suggest risk mitigation to project
manager

Resolve highly complex customer issues by recommending
solutions

Effectively collaborate across all delivery channels including
Global Delivery resources, system integrators, and third parties.

Demonstrate expertise in multiple business processes across
multiple product families; or architecting and designing
technology solutions encompassing multiple products and make
decisions based on impact across the stack

Recommend a solution that may include third party integration
and/or extensions to Oracle products

Understand and utilize Oracle’s standard sales and delivery
methodologies

Actively participate in the account planning process by providing
subject matter expertise

Collaborates with Oracle Lines of Business, to understand the
overall Enterprise Business Requirements and play a lead role in
the development of the Solution Map for the Account.

Identify new opportunities in an account and engage the
appropriate Sales and Consulting players.

Maintain ongoing relationship or engagement with
implementation team to monitor that the solution deployment is
consistent with the overall enterprise solution and architecture.

May lead solutioning workshops

Stays abreast of industry trends and ensures Oracle Consulting
proposals and methods reflect industry concerns and leading
practices

Ensure successful transition of the solution to delivery
organization

Provide delivery team with project staff plan guidance and
direction

Establish Oracle as a trusted advisor and strategic partner in key
accounts

Lead context specific workshops and routine briefings on
relevant technology and business solution trends

Understanding the merit, risk and viability of the Solution(s)
proposed to meet the objectives of the win strategy and capture
leadership

2. Financial
Achieve assisted sales target

Management and
Provide delivery teams with additional opportunities to increase
Administration revenue burn

Ensures expenses incurred are compliant with Oracle and/or
customer expense policies

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Enter timecards, expenses, status reports and/or bench activity
plan in a timely manner consistent with Oracle and/or customer
policies

Ensure timely updates to resume, skills, schedule, and other
mandated activities per Oracle policy

Effectively manage schedule and communicate changes as
necessary to impacted parties

Ensures Proposed solutions are properly scoped and profitable
to Oracle

3. Knowledge
Promote adoption of Oracle methodologies and leading practices

Management and
Leverage and recommend enhancements to various Oracle tools
Sharing (e.g., Oracle systems, knowledge base, professional
communities and training courses)

Actively contribute solution knowledge; leverage reusable assets,
solution maps and intellectual capital

Promote knowledge development by training/advising sales on
solution sets

Participate in internal calls, webcasts, and events

Lead and actively contribute to an Oracle professional
community

Compile and share business process, industry or solution,
technology knowledge and serve as point person for others on
key industry issues

Partner with Global, Technical Business Unit, Industry Business
Units, and Product Marketing to facilitate knowledge sharing
between various groups

Advise on implementation best practices for the designated
industry

Take leadership role in promoting newer industry solutions and
configurations including knowledge sharing events and groups
within Oracle

Assist Partners in understanding the Oracle Solutions Value
Proposition

Provide Solution expertise to partners during pre/post sales
activities

4. Professional
In collaboration with your manager, identify necessary knowledge

Development and skills for current and future positions

Create individual development plan (IDP) including necessary
education and on-the-job experience

Participate in required training; establish network from these
events

Achieve individual training plan milestones set forth for technical
and career development

Effectively develop and expand required consulting soft skills (as
detailed in competency profile below)

In collaboration with your manager, define and execute your
personal “Path to Certification” and maintain existing
certifications

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Expand knowledge/expertise across other applications and/or
technologies including third-party products

Understand and promote Oracle’s corporate vision and strategy

Proactively expand leadership capabilities and knowledge of
consulting best practices

Identify and recommend new professional development methods
and resources that benefit Oracle consulting

Continuously broaden and deepen individual skills around the
Oracle Software Footprint and the Solution Set this enables

May contribute publications and speeches at industry/customer
events

5. Leadership
Provide coaching, guidance and feedback around the proposed

solution to sales, delivery and project team

Identify on-the-job training opportunities for consultants to
improve solution knowledge and skills

Mentor recent hires and other consultants to facilitate transition
into the organization

Support communication and adoption of new and existing
policy/procedures in the consulting organization

Provide project performance feedback, as applicable

Promote team communication and cohesiveness, fostering a
positive work environment

Position consultants for project roles acceptance and enhance
for future marketability

Establish Oracle as a trusted advisor and strategic partner in key
accounts

Lead context specific workshops and routine briefings on
relevant technology and business solution trends

Understanding the merit, risk and viability of the Solution(s)
proposed to meet the objectives of the win strategy and capture
leadership

6. Business
Collaborate with Sales leadership in business development

Development efforts on existing or new accounts by providing solution
expertise, client scoping, work estimates, demonstrations, and
requirements gathering

Contribute to RFPs and bid package as requested

Proactively identify opportunities and engage sales team by
providing viable solutions in the pursuit of business opportunities

Identify opportunities to increase sales by leveraging solution set
knowledge and industry expertise

Collaborate with Sales leadership in business development
efforts on existing or new projects by providing client scoping,
work estimates, demonstrations, and requirements gathering

Identify opportunities to up sell or position consultants for project
roles

Lead efforts to identify, define, package and roll-out new
solutions within the market

Lead and influence sales and customer on Oracle’s solution

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 value proposition

Key Performance Metrics

Quantitative Qualitative

Productive utilization target
Achievement of quarterly and annual
objectives

Assisted Sales target (deal size, dollar
Customer satisfaction as measured by
volume, critical accounts) solution adoption

Number of RFPs, proposals
Depth of experience in multiple business
processes across two or more product
families

Percentage of Wins/Losses
Achievement of individual development
plan (IDP) goals

Contributions to the practice (i.e. White
papers, professional communities,
reusable assets, etc.)

Industry publications or external
presentations

Timeliness & accuracy of bid materials;
adherence to review process

Quality of work products delivered

Pipeline health & activity (quality of info
provided in pipeline report versus reality
of opportunities from a time and
feasibility standpoint)

Project delivered to solution/price as
defined

Ability to successfully navigate internally

Trusted advisor
Preferred Qualifications
Years of Exp.
10+ years of experience relevant to this position including 5
years of consulting experience

Management Exp.
Management or team leadership experience preferred

Education
Undergraduate degree or equivalent experience required

Certifications
Obtain Oracle’s NAPMO organization’s Project Manager Level 2

Certification and one other relevant certification (i.e. PMI)

Additional Qualifications
Broad cross portfolio/product understanding or deep

specialization

Ability to craft and articulate strategic solutions

In-depth knowledge of implementation methodologies and best
practices

Knowledge of competitive & partner products, technology and

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 solutions
Main Contacts (external and internal)
Contact group Purpose Frequency

Project Management/ Report project progress, identification of risks Weekly

Owner and issues, and recommend corrective
action

Project Team Leads solution design, development, and As needed

implementation

Consultants Coach, develop, and mentor consultants at Daily/Weekly

all levels on project team or within practice

Manager Discuss overall job performance, career As needed

planning, and professional development

Provide regular project status and work

schedule updates

Customer Advise and influence customer leadership on As needed

process direction/decisions by providing
industry, business process, and product
expertise

Consulting Sales Collaborate with Sales leadership in As needed

business development efforts

License Sales Collaborate on joint sales opportunities As needed

Other Oracle’s LOBs Collaborate on strategy, program As needed

development, and full life cycle execution

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