PLEASE NOTE:

Preferred locations for this position:

Austin, TX Chicago, IL Burlington, MA Denver, CO

Overview:

The Customer Success (CS) Presales team is responsible for assisting the Direct Sales Organization to enhance 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 collaborators including prospect’s C-Level executives and Oracle NetSuite’s Account Executives, Solution Consultants, Solution Architects, Delivery Consultants and Sales Leadership. 

This manager-level position is responsible for leading a team of NetSuite Presales consultants to engage with our Direct Sales Team in selling software and professional services. A Customer Success Presales Manager has 8+ years of technology implementation/project manager/consulting experience and industry expertise.  A Customer Success Presales Manager enhances this experience to develop and drive deep industry solutioning expertise, to develop go-to-market industry perspectives, to coach Solution Principals to become strong presales consultants, to provide deal support, and to develop effective industry compete strategies.  A Customer Success Presales Manager should have a passion for coaching and mentoring, continuous learning, fostering cross-team collaboration, and team building.

Responsibilities include:

Driving professional services sales and supporting the related software license sales cycle. Preparing a team to develop deep industry and product expertise so that they can solution to help prospects achieve their business objectives and sell more effectively.  Preparing team members to play different roles on a deal depending on the sales motion.  Taking ownership for deal resourcing and actively managing a team’s deal portfolio and forecasting hours sold. Enabling a team to successfully implement their specific role on deals based on their level and sales motion.  Taking ownership for overseeing the development of Industry Points of View & Product Positioning for a set of targeted industries. Scanning the competitive landscape, evaluating win rates, assessing impact of new products and new releases to best refresh Industry POVs and Product Positioning and to make recommendations on new target industries. Developing the ability to be an effective executive sponsor for a set of targeted industries. Taking ownership for the execution of marketing and communication events, in coordination with other Customer Success Presales leaders and the CS Insights Team. Foster deep relationships between team members and the delivery team and engage with them in an intentional, ongoing way. Foster deep relationships between your team members and our Direct Sales and Direct Solution Consulting organizations. Coaching and mentoring team members to optimize sales competence, NetSuite knowledge, and industry savvy. Guiding team through career development, goal setting, and performance evaluations. Identifying and resolving issues. Identifying and implementing process improvements. Ensuring that operational policies are followed, and that business objectives and systems excellence are achieved.  Responsible for operational metrics and business results for assigned area of responsibility. Typically manages individual contributors and/or entry-level managers.  Participating in the overall development and improvement of our Customer Success Presales team 

Preferred Entry Qualifications/Skills include: 

Bachelors’ degree preferably in Business, Accounting, Computer Science, Software Development or equivalent career experience 8+ years of relevant experience  Demonstrable leadership skills in leading others Demonstrates high emotional intelligence as a leader Ability to demonstrate industry marketing strategies  Above average ability to effectively communicate verbally and in writing (in English) Knowledge of Oracle NetSuite products and industries or equivalent ERP consulting/project management experience Ability to coach and mentor others Ability to work under pressure, meet deadlines, and manage multiple workstreams Ability to work independently and collaboratively  Takes initiative and must always have positive, engaging, professional attitude M2 or M3 level dependent on extent of professional experience