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Senior Competitive Intelligence Analyst


Phoenix, AZ
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Job Details

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Understanding of software and consulting arenas. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

*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.*


One word*transformation*.

AtNetSuite, we believe the cloud is here to stay and so do our 20,000 customers.We believe businesses should not be bogged down by the overhead of bulky datacenters and expensive personnel to run it all. Businesses need to be lean,efficient and agile. NetSuite is literally transforming business around theglobe by providing a cloud-based, unified system that delivers unprecedentedcapabilities to drive business forward. Founded in 1998 as THE cloud ERPpioneer, today NetSuite has transformed the business operations of ourcustomers without the high costs and inefficiency of on-premise systems.

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*Transform your career at NetSuite*

AtNetSuite we work hard and we work smart. We hire fierce competitors. We hireindividuals that are fearless trail blazers. NetSuite employees take the hill,we prefer action over inaction, we are tireless in our mission and we pauseonly to celebrate our success. And we DO celebrate, because if you don t havefun along the way, then what s the point?

NetSuiteis transforming how its customers do business. If you want to transform yourcareer,*Apply Now*below.


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At NetSuite, the Competitive Intelligence Analyst is part of thesales team. Be prepared to work with the sales force to help win the deal. Youwill be THE expert on your competitor(s) and solely responsible for allinsights and understanding of a competitor set and that responsibility does notend with educating the sales force on the competitor. You need to be preparedto present NetSuite vs. competitor X to our prospect, our partners and oursystems integrators. You will be asked to compare our product with ourcompetitor and answer deep functional differentiator questions. You willdevelop client-facing content and travel to client, prospect, partner andsystems integrator meetings to add your knowledge and insight. While you willbe building reusable content, the focus of this role is in support of dealswhich includes being comfortable with prospect and customer facing meetings andevents.

You are also responsible for a vertical or horizontal businessunit's market, competitor and customer insight needs. This includes providing insightsupport by using all primary and secondary resources available. You areconsidered a member of the sales force you support and will regularly be askedto participate in staff meetings, group sessions, deal reviews, partnerinteractions and client-facing competitor reviews. You own the win/loss reviewprocess and that includes interviewing the prospects and customers on why wewon/lost and bringing that knowledge to bear in future sales cycles.

To do this you should have mastered all standard secondaryresource tools and must be adept at engaging in primary research utilizingproven, validated research techniques. You will be seen as an expert in yourarea of responsibility and will regularly be asked for recommendations oropinions.


-[if !supportLists]-> -[endif]->Sales Lifecycle skills: Engagesthroughout the entire lifecycle of the deal from the initial attract phasethrough close providing content, collateral, talking points, FUD, traps, winthemes, differentiators, and pricing strategy to beat the competitor. Supportcan take many forms including coaching the sales force to presenting directlyto the prospect.

-[if !supportLists]-> -[endif]->Insight Generation skills:Proactively seeks additional analyses to flesh out findings. Integratesinteresting patterns into a cohesive story. Maintains relationships with SMEs within the company and outside who canhelp with insight generation. Consistently informs research recommendations with a personal point ofview. Uses professional experience to develop their own and their colleague srecommendations. Consistently developscompelling "so what s" and actionable "now what s" for thebusiness

-[if !supportLists]-> -[endif]->Business problem solving skills:Reframes requests to maximize their value even when the requests come fromdifficult constituents. Continues thescoping conversation throughout the project process to test interimfindings/insights with the business partner. Is recognized by senior businesspartners for possessing exceptional business acumen and is proactively soughtfor advice. Captures opportunities to influence business decisions andstrategies consistently.

-[if !supportLists]-> -[endif]->Influencing skills: Focuses onrelationship building as well as using strong scoping tools to uncover theproblem even when not clearly articulated. Encourages debate around researchrecommendations and consistently advocates for their point of view.

-[if !supportLists]-> -[endif]->Communication skills: Capable ofpresenting point of view. Owns the building and constant updating of relationshipmaps to understand the appropriate constituents to focus on. Creates presentations that focus on theinsights that are clearly articulated with supporting data whereappropriate. Leverages knowledgemanagement tools or research communications to share insights broadly acrossthe organization, with a particular focus on vertical and industry communities.Considers communication preferences and decision maker needs to tailor recommendationcommunication across audiences. Presentsat Voice of the Analyst events (when applicable) and/or other meetings.

-[if !supportLists]-> -[endif]->Synthesis skills: Takes ownership forstewarding the research team's knowledge base by continuously maintainingplatforms on KM and/or collaboration platforms and other loci ofknowledge. Works with business partnersto compile current knowledge and identifies gaps that they need filled in orderto make better decisions. Considered a valuable team member outside theresearch organization for their ability to compile and make sense of diversedata.**

-[if !supportLists]->* *-[endif]->Foundational skills: Seeksinformation on new techniques through conferences or other learning sources. Proposes new/different research techniques.Actively seeks out training in emerging methods and techniques. Seeks outsources and learning events to grow business acumen and industry knowledge.**



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-[if !supportLists]-> -[endif]->Advanceddegree in Marketing, Communications, Business Administration or related fieldrequired

-[if !supportLists]->* *-[endif]->10-15years of experience in related field**

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NetSuiteis an Equal Opportunity Employer, and all qualified applicants will receiveconsideration for employment, as NetSuite does not discriminate on the basis ofrace, color, religion, sex, age, national origin, disability, veteran status,sexual orientation or any other classification protected by Federal, state, orlocal law.

**Job:** **Sales*

**Organization:** **Oracle*

**Title:** *Senior Competitive Intelligence Analyst*

**Location:** *United States*

**Requisition ID:** *1700185N*

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