Principal Sales Consultant

Job Description

Principal Sales Consultant role at Oracle Communications within the Central RFP Sales Consulting team. The position focuses on leading the centralization and management of technical responses to RFPs, RFQs, and RFIs for Oracle Communications’ full product portfolio, ensuring submissions are effective, compliant, and competitive.

Overview

The role covers the complete Oracle Communications portfolio, including 5G Signaling, Policy, and Analytics; 3G & 4G Signaling; Session Delivery for CSP and Enterprise markets; and Communications Applications. You’ll collaborate closely with Product Management, Product Development, Sales, and Solution Engineering to influence product strategy and maximize revenue by identifying gaps and opportunities.

Key Responsibilities

• Develop and deliver functional and technical responses for RFx submissions, collaborating with TPM/PLM support while adhering to Oracle revenue recognition policies and supplying the latest official documentation.
• Address corporate and product‑specific security requirements in all technical responses.
• Prepare and tailor technical documentation, including detailed product and solution descriptions for RFx attachments.
• Coordinate the end‑to‑end RFx response process: arrange cross‑team calls, allocate workload across solution engineers, sales, consultants, partners, and ensure collaboration.
• Support bid defense activities and presentation development with local Sales Consulting teams, ensuring alignment of key messages and responding to customer inquiries.
• Facilitate workshops for strategic accounts as an extended member of the Oracle account sales team.
• Conduct and review solution sizing, validating local Sales Consulting or prime team outputs according to customer data and discussed traffic profiles.
• Develop and maintain key differentiator documents (“Oracle Strong Points”) for products such as 5GC, to showcase value in both pre‑RFx and RFx engagements.
• Track and report recurring compliance challenges and product gaps observed in RFx responses to influence product direction.
• Maintain and update RFx tracking tools and repositories, ensuring rigorous access controls and information accuracy.
• Share best practices and insights on product gaps to continually improve collateral, processes, and strategy.

Qualifications

• 15+ years of experience in communications technology, including hands‑on expertise with v
  STP/DSR, 5G Core Network Functions (NRF, SEPP, SCP, NSSF), SBC, IMS, and related domains.
• Demonstrated ability to deliver results under pressure, analyze complex data, and provide precise and detailed responses to customer requirements.
• Proven blend of business acumen and technical competence, with a track record of contributing to both technology and business strategy discussions.
• Strong cross‑functional collaborator, adept at working with Sales, Solution Engineering, Product Management, and partners.
• Experience supporting account strategies, developing, and executing business cases, and value propositions.

Requirements

• In‑depth understanding of communication markets for both CSPs and enterprise clients.
• Strong knowledge of technology trends including 5G, cloud, AI, network security, and UCaa
  S/CCaa
  S.
• Expertise in processing, filtering, and analyzing high volumes of information to address customer requirements and meet strict RFx timelines, leading collaborative efforts across multiple teams.
• Ability to clearly articulate Oracle Communications’ unique value in the context of market trends and competitive analysis.
• Excellent written and verbal communication skills in English, Spanish, and Portuguese.
• Bachelor’s degree in a relevant field required; advanced degree highly desirable.
• Willingness to travel as necessary.

Additional Responsibilities

As a Principal Sales Consultant, you will be responsible for formulating and leading presales technical and functional support activities to prospective clients, ensuring customer satisfaction. You’ll act as a technical resource and mentor for less experienced Sales Consultants, focus on large or complex sales opportunities, develop productivity tools and training, deliver outstanding presentations and demonstrations, and advise internal and external clients on overall architecture solutions.

About Oracle

Oracle is a world leader in cloud solutions, committed to inclusive growth and a diverse workforce. We offer competitive benefits, flexible medical, life insurance, retirement options, and community volunteer programs. 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, or protected veteran status, and will be considered with arrest and conviction records pursuant to applicable law.

Additional Information

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