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 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 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 Solve business problems by applying functional knowledge of project and resource management, job costing, project accounting, billing and revenue recognition rules Understands business operations and accounting for companies who provide a business or back-office service or for various finance/investment firms Developing a strong working relationship with the Direct Sales team  Lead the Sales Motion with the Direct Sales Account Executive (AE) to ensure that all required activities are effectively implemented Collaborate with the Solution Consultant (SC) to develop a comprehensive understanding of the proposed solution and continue to build product knowledge  Advocate for our SuiteSuccess methodology and communicate the advantages it provides to both prospects and the sales team  Translate a prospect’s business objectives and processes to the SuiteSuccess SKU to develop the appropriate scope, estimate and SOW.  Create and deliver a tailored proposal to prospects and reinforce our CS value propositions   Handle objections effectively and 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.  Developing the team’s resources by coaching and mentoring junior resources on the team  Developing strong working relationships outside of your team to use resources across Oracle NetSuite as needed  Contribute to continuous improvement by communicating and developing key ideas and participating in internal team or organization improvement initiatives 

Preferred Entry Qualifications/Skills include: 

Bachelors’ degree preferably in Business, Accounting, Computer Science, Business Development 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 US GAAP accounting principles Deep functional knowledge of project-based accounting, job costing, billing & revenue recognition principles Preferred industry experience:  Business Services including professional services, management consulting, HR/staffing firms, accounting firms, research and development, insurance companies, law firms, legal services Finance/Investment Firms including investment asset management, investment banking, private equity firms, venture capital firms, holding companies Ability to travel 25% Ability to positively influence prospects and customers in the decision-making process, demonstrable sales acumen Demonstratable proactive approach to identify and resolve issues 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 positive/professional attitude.

 

Career Level - IC3