Oracle Principal Sales Consultant in Reston, Virginia

Principal Sales Consultant

Preferred Qualifications

Principal Sales Consultant – Oracle’s National Security Group (Reston, VA)

Oracle's National Security Group is seeking a Principal Sales Consultant. The successful candidate will work with Oracle’s state of the art Cloud Technology and gain significant experience in the rapidly growing Cloud technology area. Ongoing deep technical experience with Oracle product solutions is required. As Oracle continues to expand our commercial Cloud service offerings, those offerings will fast-follow into the Intelligence Community market providing the candidate with expanding growth opportunities. This role will be located in the Washington DC Metro area and require a TS/SCI security clearance with full scope polygraph.

We are looking for an experienced Principal Sales Consultant to support the FBI and Civilian Intelligence customers. You will have worked in specific branches/sections, directorates and have established relationships within those areas to call upon. You will develop client-specific solutions, sales strategies, and coordinate required internal and external resources to sell solutions that meet customer requirements. You will partner with an Account Representative to discover, develop, and close opportunities. You will be comfortable presenting the broad range of Oracle data management and analytical solutions (in on-premises, Cloud at Customer, and Public Cloud deployments) to key customer executives and decision makers. Your ability to create new and augment existing customer relationships within strategic directorates will be critical to team success.

You will be a trusted advisor responsible for educating the customer on Oracle Cloud technology to meet specific mission requirements as well as the transitioning of existing Oracle on-premises solutions to leverage Oracle’s versatile Cloud at customer offerings.

You will work with the Sales Team to understand future Cloud requirements that will drive additional investment and deployment of capacity. Strong communication skills will be required for constant interaction with customers during the entire sales cycle.


  • Proactively lead fact finding/discovery sessions with appropriate mission clients

  • Architect and sell value-based solutions to customer technical staff and executives

  • Facilitate customer product understanding through authoritative presentations, demonstrations and benchmarks

  • Ensure customer satisfaction throughout the sales cycle by providing technical support and guidance.

  • Enable the Sales Team to understand future demand for Oracle solutions through consistent and relevant technology evangelization

  • Facilitate demand-generation and marketing activities such as technology workshops, brown-bags, and technical conference participation.

  • Bachelor’s degree, in Computer Science, MIS or another technical field, or equivalent work experience

  • Oracle Certifications and/or equivalent work experience

  • Customer obsession, passion

  • Strong understanding of cloud concepts and/or IT systems deployments

  • Experience in large scale DevOps projects

  • Proven ability to quickly learn new technical domains

  • Outstanding verbal and written communication skills

  • 3 years vendor (sales and marketing) experience preferably with the Intelligence Community

  • 7 years experience architecting, developing, deploying, supporting DevOps technologies (Jenkins, Puppet, Chef, Ansible, Docker, Kubernetes) within large-scale IT Intelligence Community environments.

  • Experience with Big Data, HDFS, Hive, Spark desired

  • Experience with Middleware such as Weblogic Server, JBOSS or Tomcat desired.

Detailed Description and Job Requirements

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

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.

Job: Pre Sales

Location: US-VA,Virginia-Reston

Job Type: Regular Employee Hire

Organization: Oracle