NetSuite Senior Presales Consultant Nonprofit

The Customer Success (CS) Presales team (Consulting) 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 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 stakeholders 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 deep non-profit industry knowledge and 5+ years of experience as a successful technology implementation consultant/project manager and 3+ years’ Oracle NetSuite implementation experience within a given industry or an IC4 that has developed equivalent expertise. A CS Senior Advisor leverages 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 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 solve business problems by applying deep functional knowledge of fund accounting, grant accounting, non-profit FASB reporting, donor advised funds, program management, and constituent relationship management.Understanding business operations and missions of non-profit organizations including charitable foundations, associations, education groups, religious organizations, and federally qualified health centers.Managing the Sales Motion with the AE to ensure that all required activities are effectively executed.Escalating process exceptions to your manager for visibility and assistance.Advocating for SuiteSuccess and communicating the advantages it provides to both prospects and the sales team.Bringing industry insight and experience to help define the sales strategy and adjust the solution positioning and CS Value Proposition accordingly.Translating prospect’s business objectives and processes to the SuiteSuccess SKU via the alignment to develop the appropriate scope, estimate and SOW.Working with the SC to develop a comprehensive understanding of the proposed solution and continue to build product knowledge.Tailoring standard presentations to meet the needs of the specific prospect.Leveraging other resources within Customer Success Presales or other CS teams as appropriate.Delivering a dynamic CS Value Proposition to prospects.Handling complex objections effectively.Negotiating with prospects regarding inclusions and exclusions to scope.Maintaining the CS Engagement Record (CSER) by regularly updating notes related to the deal status, major design changes, estimated hours, SKU, etc.Conducting reverse knowledge transfer with the delivery and sales teams.Continuing to build industry and product capabilities by deepening industry acumen aligned to key industry groups by participating in non-profit focused education and/or groups internal and external to Oracle NetSuite.Contributing non-profit industry solution content as part of our CS Insights efforts.Developing an understanding of the competitive landscape and each player's relative strengths and weaknesses.Developing skills to scope deals with one or more additional components: SuitePeople, Advanced Revenue Management, SuiteProjects.Developing the team’s resources by coaching and mentoring junior resources on the team.Building relationships within the organization by developing strong working relationships outside of your team to leverage resources across Oracle NetSuite as needed.Acting as an advisor to internal delivery teams during implementation.Contributing to continuous improvement by participating in internal team or organization improvement initiatives.Identifying opportunities for improvement, communicating them to your manager and jointly developing plans to address or implement.Conducting periodic lessons learned on a subset of key projects that you helped sell.Working within the CS Presales team to incorporate those insights into future solutioning, estimating and contracting.Working closely with the Solution Consultants and other CS Advisors to ensure consistent approaches to similar prospect’s business processes.Preferred Entry Qualifications/Skills include:Bachelors’ degree preferably in Business, Accounting, Computer Science, Software Development or equivalent.5+ years of experience as a successful technology implementation consultant/project manager and 3+ years’ Oracle NetSuite implementation experience within a given industry or an IC4 that has developed equivalent expertise.Previous NetSuite experience is highly desirable.Strong understanding of US GAAP accounting principles.Deep functional knowledge of fund accounting and grant management, and constituent management, donor advised funds, and program management.Ability to travel 25%.Ability to positively influence prospects and customers in the decision-making process.Demonstrable proactive approach to identify and resolve issues.Ability to coach and mentor others.Above average ability to effectively communicate verbally and in writing.Ability to acquire and maintain an understanding of Oracle NetSuite products and industries.Ability to work under pressure, meet deadlines, and work on multiple deals simultaneously.Ability to work independently and collaboratively.Takes initiative and must always have a positive/professional attitude.Disclaimer:Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.Range and benefit information provided in this posting are specific to the stated locations only.Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.Oracle US offers a comprehensive benefits package which includes the following:Medical, dental, and vision insurance, including expert medical opinion.Short term disability and long term disability.Life insurance and AD&D.Health care and dependent care Flexible Spending Accounts.Pre-tax commuter and parking benefits.401(k) Savings and Investment Plan with company match.Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position.11 paid holidays.Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year.Paid parental leave.Adoption assistance.Employee Stock Purchase Plan.Financial planning and group legal.Voluntary benefits including auto, homeowner and pet insurance.About UsAs a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.Disclaimer:Oracle is an Equal Employment Opportunity Employer*

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law.

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