Executive Sales Representative - Enterprise Advisory & Transformation

SC&H Group External•Columbia, MD

4d•Remote

About The Position

SC&H Group is seeking an accomplished Executive Sales Representative to drive new business growth across our Technology and Transformation Services practice. The position will have a primary focus on Oracle Cloud ERP, HCM, and EPM consulting services while also representing SC&H capabilities in OneStream, data strategy and governance, artificial intelligence, and related technology advisory and implementation services. The ideal candidate will have a demonstrated history of selling complex enterprise technology and consulting engagements, established relationships within Oracle, and the ability to introduce clients to a broader range of SC&H services. This is a senior consultative sales role with responsibility for the complete business development lifecycle, from opportunity creation and qualification through solution development, negotiation, closing, and transition to delivery.

Requirements

Bachelor's degree in business, finance, accounting, information technology, human resources, or a related field.
At least 8 to 10 years of enterprise technology or consulting services sales experience.
Demonstrated success selling ERP, HCM, EPM, data, analytics, AI, or comparable enterprise technology services.
Direct experience selling Oracle Cloud implementation or consulting services is strongly preferred.
Established relationships with Oracle sales representatives, alliance leaders, and other members of the Oracle ecosystem.
Proven ability to develop and close complex, multi-stakeholder consulting engagements.
Experience selling to executive buyers, including CFOs, CHROs, CIOs, chief data officers, controllers, and other senior business leaders.
Strong understanding of the enterprise technology sales lifecycle, from lead generation and qualification through contracting and transition to delivery.
Ability to understand a client's initial need and identify relevant opportunities across SC&H's broader technology portfolio.
Experience developing proposals, statements of work, pricing strategies, account plans, and sales forecasts.
Demonstrated record of meeting or exceeding annual bookings and revenue goals.
Ability to communicate business outcomes and value rather than relying solely on product features or technical capabilities.
Excellent executive presence, presentation, negotiation, relationship management, and written communication skills.
Ability to travel as needed for client meetings, partner events, conferences, and internal collaboration.

Nice To Haves

Experience selling Oracle Fusion Cloud ERP, HCM, and EPM implementation services.
Experience selling OneStream implementation or consulting services.
Familiarity with data strategy, data governance, analytics, business intelligence, automation, and artificial intelligence services.
Understanding of Oracle Cloud Applications, implementation methodologies, licensing, partner programs, and sales processes.
Experience selling services to middle-market, upper-middle-market and large organizations.
Experience within one or more of SC&H's target industries, including public sector, manufacturing, utilities, professional services, healthcare, hospitality, or other asset- and service-intensive organizations.
Experience developing business through software provider co-selling relationships and partner-sourced opportunities.
Existing relationships with prospective clients and centers of influence within the enterprise technology market.

Responsibilities

Develop and execute sales strategies for SC&H Technology and Transformation Services.
Generate new opportunities through personal relationships, software provider referrals, strategic alliances, industry events, centers of influence, and targeted account development.
Build and manage a qualified pipeline that supports annual bookings, revenue, and profitability objectives.
Lead the complete sales process, including prospecting, qualification, discovery, solution positioning, proposal development, presentations, negotiations, contracting, and closing.
Identify cross-selling opportunities that connect a client's initial need with SC&H's broader technology and consulting capabilities.
Develop account strategies that create opportunities for follow-on services and long-term client relationships.
Maintain accurate pipeline, forecast, opportunity, and activity information in the firm's CRM system.
Establish and maintain strong working relationships with Oracle application sales representatives, regional leadership, solution engineers, industry teams, and alliance personnel.
Position SC&H as a trusted Oracle implementation, advisory, and managed services partner.
Collaborate with Oracle account teams to identify opportunities, develop joint pursuit strategies, and coordinate client engagement.
Maintain knowledge of Oracle's sales organization, products, licensing considerations, go-to-market priorities, and partner programs.
Develop productive relationships with OneStream and other technology providers and alliance partners relevant to SC&H's service portfolio.
Represent SC&H at Oracle, OneStream, industry, and partner-sponsored meetings, conferences, and events.
Build trusted relationships with C-suite executives, finance leaders, human resources leaders, technology executives, data leaders, and other business stakeholders.
Understand each prospect's strategic objectives, operational challenges, technology environment, data maturity, buying process, and decision criteria.
Help clients identify opportunities to improve performance through enterprise applications, data, analytics, automation, artificial intelligence, and emerging technologies.
Communicate SC&H's value proposition and demonstrate how our industry experience, technology capabilities, CloudVista methodology, and delivery approach address client needs.
Facilitate executive discovery meetings, solution presentations, demonstrations, workshops, and proposal reviews.
Serve as the primary commercial contact throughout the sales process and support a smooth transition from sales to delivery.
Maintain appropriate involvement after contract execution to support client satisfaction, relationship development, and account expansion.
Collaborate with practice leaders, solution architects, functional consultants, technical specialists, data professionals, AI specialists, and project managers to develop compelling solutions.
Bring together multiple SC&H capabilities when a client's needs extend across enterprise applications, performance management, data, analytics, and AI.
Translate client requirements into clear scopes, delivery approaches, staffing plans, timelines, assumptions, and pricing strategies.
Lead responses to requests for information, requests for proposals, and other formal procurement processes.
Participate in the development and presentation of statements of work, proposals, pricing models, and contract terms.
Ensure proposed solutions are commercially sound, deliverable, and aligned with SC&H quality and profitability expectations.
Coordinate executive sponsorship and internal resources for strategic pursuits.