Oracle Communications is seeking a senior presales solution architect to help communications service providers modernize customer engagement, digital commerce, order management, billing care, service fulfillment, inventory, orchestration, activation and related BSS/OSS capabilities. This resource will partner with sales, product, engineering, consulting, systems integrators and customers to shape business-led, technically credible solutions that accelerate digital transformation and deliver measurable business outcomes.
The ideal candidate combines communications-industry CRM and digital experience expertise with broad end-to-end solution architecture across Oracle Communications applications, cloud infrastructure, automation and AI-enabled capabilities. The role requires a confident customer-facing leader who can uncover business value, guide executive and technical conversations, lead RFx responses, deliver compelling demonstrations and proofs of concept, and coordinate the right regional and global experts throughout the sales cycle.
What you will do
- Lead presales strategy and solution architecture for Oracle Communications opportunities, with primary ownership of CRM, digital experience and related customer-engagement capabilities.
- Position Oracle Communications solutions in the context of end-to-end Digital Business Experience, including orchestration, order management, inventory, billing, charging, service fulfillment and activation.
- Partner with account teams to discover business, functional, technical and financial requirements; translate customer pain points into a compelling business-centered solution.
- Own and champion the technical and functional aspects of the solution-selling process, including discovery workshops, executive presentations, solution narratives, RFx responses, demonstrations, proofs of concept and limited-scope trials.
- Act as a trusted advisor to customer business stakeholders, architects and technology leaders by clearly communicating value, trade-offs, competitive differentiation and implementation considerations.
- Lead or coordinate customer demonstrations and POCs, partnering with Oracle global presales, product, engineering, consulting and partner teams to deliver high-quality customer deliverables.
- Contribute to sales strategy by adapting presales positioning to the competitive landscape, identifying competitive risks and feeding practical intelligence back to sales, product management and marketing.
- Guide solution coverage across large or complex deals by coordinating domain specialists, aligning resources to opportunity priorities and maintaining consistency in customer messaging.
- When required, perform hands-on solution configuration or demonstration setup to support credible, tailored customer experiences.
- Support smooth transition from sales opportunity to solution delivery so the customer experiences continuity across Oracle sales, consulting and implementation teams.
Key capability areas Solution selling leadership
Demonstrate a deep understanding of how to sell total communications solutions, including software products, cloud services, implementation services and partner-enabled delivery models for new and existing customers.
Technical and business support to sales
Provide expert advice to sales and services teams, develop repeatable sales tools and methodologies, guide technical dialogue and coordinate demos, competitive positioning and customer-facing deliverables.
Business discovery and value framing
Uncover opportunity within the installed base and new prospects by identifying functional and technical pain points, mapping them to measurable business outcomes and architecting a solution that meets business, technical and financial requirements.
Customer credibility and sales execution
Bring a proven track record of selling mission-critical enterprise software, establishing credibility as a presales leader, technical expert and trusted advisor.
Team enablement and coaching
Coach and enable regional sales consulting resources through knowledge transfer, shadowing, solution reviews, training coordination and practical guidance on deal strategy and solution positioning.
Solution scope
This role is intentionally broad across Oracle Communications BSS/OSS and digital transformation, with CRM and Digital Experience as the lead domain. The resource should be able to articulate how customer engagement, commerce, ordering, care, fulfillment, inventory, charging, billing and orchestration work together in modern communications architectures.
- CRM and digital channels: customer engagement, digital self-service, contact center, B2B selling, product and offer experience, order capture, care and service interactions.
- BSS and care domains: order management, billing care, charging, revenue-chain processes and integration with customer-facing systems.
- OSS and fulfillment domains: service fulfillment, service and network resource management, inventory, orchestration, service activation and related operational processes.
- Architecture themes: TM Forum Open Digital Architecture, API-led integration, process automation, cloud infrastructure, analytics and outcome-oriented AI or generative AI use cases.
- Representative Oracle Communications capabilities may include Digital Business Experience, Order and Service Management, Unified Inventory Management, Automated Service Activation, Design Studio, Network Integrity, Network Intelligence and related products or initiatives as applicable to the opportunity.
Required experience and qualifications
- 10+ years of professional presales, solution consulting, enterprise software sales, product specialist, consulting or comparable customer-facing experience; 12+ years is preferred for lead-level candidates.
- Deep functional and technical experience in the communications industry, ideally across CRM, digital channels, BSS, OSS, order management, billing/care, fulfillment, inventory or activation.
- Hands-on or presales experience with communications CRM and customer-engagement platforms such as Siebel CRM, Salesforce, Amdocs, Netcracker or equivalent industry platforms.
- Strong understanding of communications service provider business processes and revenue-chain functions across consumer, business and wholesale segments.
- Ability to design and explain end-to-end enterprise software architectures, including application integration, data flows, deployment patterns, resilience, scalability and operational considerations.
- Excellent presentation, demonstration and facilitation skills, including the ability to engage senior executives, business stakeholders, enterprise architects and technical teams.
- Strong analytical and problem-solving skills, with the ability to handle objections, respond to competitive challenges and translate complex ideas into clear business value.
- Experience supporting RFx processes, discovery workshops, technical proposals, custom demonstrations, POCs, trials or architecture reviews.
- Ability to manage multiple account opportunities and priorities simultaneously while maintaining high-quality customer deliverables.
- BA/BS or equivalent experience; a technical degree or business degree combined with technical discipline is preferred.
Preferred knowledge
- Experience with Oracle Communications applications and/or Oracle Cloud Infrastructure.
- Familiarity with TM Forum frameworks, Open Digital Architecture, open APIs and communications-industry reference architectures.
- AI, analytics and automation experience, especially where tied to measurable customer outcomes.
- Experience working with systems integrators, software partners, network equipment vendors and broader partner ecosystems.
- Understanding of modern enterprise application technologies, such as Linux, cloud platforms, APIs, Java, XML, databases, middleware/EAI and distributed integration patterns.
- Software implementation experience, including analysis, design, configuration, testing, project delivery or transition from presales to consulting delivery.
- Prior leadership, mentoring, coaching or enablement experience within a regional presales or solution consulting team.
Key relationships
The successful candidate will work as part of virtual account teams that may include sales, sales consulting, solution consulting, consulting services, product management, engineering, marketing, customer success and external partners. The role also requires frequent direct interaction with customer executives, business owners, enterprise architects, IT leaders and operational domain experts.
Success measures
- High-quality presales coverage on priority communications opportunities and measurable contribution to sales pipeline progression and closed business.
- Effective executive and technical customer engagement that strengthens Oracle credibility and differentiates Oracle Communications solutions.
- Successful delivery of tailored demonstrations, RFx responses, POCs, architecture workshops and business-value narratives.
- Clear alignment of opportunity strategy, product positioning, partner roles and delivery transition plans across Oracle teams.
- Practical enablement of regional presales resources through coaching, solution guidance and repeatable assets.
What Oracle offers
- A competitive compensation and benefits package.
- Learning and development opportunities to advance your career.
- Support for health, wellbeing and retirement planning.
- Employee resource groups that champion diverse communities.
- An inclusive culture that values what makes each person unique.
Responsibilities
As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.
Disclaimer:
Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.
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Range and benefit information provided in this posting are specific to the stated locations only
CA: Hiring Range in CAD from: $91,800 to $141,800 per annum.
US: Hiring Range in USD from $45.43 to $89.90 per hour; from: $94,500 to $187,000 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 65/35 - 80/20.
