Spinnaker Support - Oracle Solution Consulting Manager
Requirements
• Technical and Domain Expertise • Deep, practicing knowledge of the Oracle ecosystem — including Database, Fusion Middleware, ERP/EBS, Cloud and adjacent technologies — sufficient to lead technically credible customer engagements independently • Strong understanding of Oracle’s enterprise support model, Licensing model, and product roadmaps — including where third-party support represents a compelling alternative • Broad familiarity with enterprise Oracle landscapes across industries, with the ability to assess technical scope, risk, and support complexity across diverse customer environments • Exposure to SAP and/or VMware ecosystems is advantageous • Grounding in oracle and infrastructure security sufficient to advise prospects on security coverage under third-party support models • Pre-Sales and Commercial Capability • Proven track record in technical pre-sales, solution consulting, or solutions architecture — with direct personal ownership of customer engagements, not just team oversight • Demonstrated experience building TCO models, support spend estimates, and cost comparison frameworks that inform executive-level commercial decisions • Experience leading RFP/RFI/RFQ responses for complex, multi-stakeholder enterprise opportunities • Ability to translate technical landscape analysis into clear, commercially compelling narratives for both technical and non-technical audiences • Leadership and People Management • Track record of hiring, onboarding, and developing high-performing individuals in a pre-sales context • Confident managing performance constructively — setting clear expectations, providing honest feedback, and supporting team members through structured development • Experience operating in a dual-role capacity (player-manager) is highly desirable • Executive Presence and Communication • Confident, credible communicator with demonstrated experience engaging at CIO, CTO, and CFO level • Able to read and adapt to different audiences — shifting between technical depth with an oracle technical team and strategic framing with a CFO — within the same engagement • Strong written communication skills, with the ability to produce high-quality collateral, proposals, and presentations with minimal supervision • Mindset and Operating Style • Operates with high autonomy and strong self-direction — comfortable setting priorities, building structure, and delivering outcomes without relying on significant organizational scaffolding • Proactively identifies gaps in messaging, process, or team capability and takes ownership of resolving them • Works collaboratively across time zones and functions, demonstrating empathy, responsiveness, and professionalism in all stakeholder interactions • Brings genuine intellectual curiosity about the third-party support market, customer challenges, and the broader SAP/Oracle ecosystem • 10+ years in solution consulting, pre-sales, or technical hands-on roles within the enterprise software market • Minimum 5 years in a people leadership or team management capacity, with direct line management responsibility • Demonstrable personal track record in customer-facing technical pre-sales — not solely a management background • Experience supporting complex, multi-country sales pursuits across the EMEA region • Degree in Computer Science, Engineering, Business, or a related technical discipline — or equivalent professional experience • Willingness and ability to travel across the EMEA region as business requires • For California based applicants, see our CCPA policy here - Privacy Policy
Responsibilities
• People Leadership and Team Development • Lead, coach, and develop a regional team of Solution Architects across EMEA, setting clear performance expectations and building individual capability aligned to Spinnaker’s Solution Consulting standards • Own hiring, onboarding, and structured ramp for new EMEA Solution Architects, ensuring consistent readiness to operate in Spinnaker’s pre-sales motion from day one. • Conduct regular 1:1s, deal reviews, and capability assessments; identify development needs and build targeted coaching plans for each team member • Foster a culture of accountability, continuous learning, and high professional standards across the EMEA Solution Consulting team • Manage team performance with honesty and constructive rigor, and act as the primary escalation point for people issues within the region • Practicing Solution Architect — Personal Deal Engagement • Personally lead or co-lead strategic, complex, or senior-level pre-sales engagements across the EMEA region, acting as the most senior technical voice in high-stakes customer conversations • Conduct prospect landscape and spend analysis, and develop technically credible, commercially sound third-party support proposals • Lead and contribute to RFP, RFI, and RFQ responses for complex EMEA opportunities, ensuring quality, accuracy, and differentiated positioning • Build and maintain trusted advisor relationships with CxO-level stakeholders, translating technical complexity into clear business outcomes and compelling financial narratives • Serve as an escalation resource for the EMEA Solution Consulting team on deals requiring senior technical or strategic guidance • Regional Strategy and Alignment • Act as the voice of Solution Consulting in EMEA — representing Solution Consulting methodology, quality standards, and team priorities in regional sales leadership forums • Operate in close alignment with the Director of Solution Consulting, executing on global Solution Consulting strategy while adapting approaches to the specific commercial and cultural dynamics of the EMEA market • Feed regional market intelligence — including competitive dynamics, customer objections, and messaging gaps — back to global Solution Consulting leadership to inform strategy and enablement • Contribute to the development of Solution Consulting tools, frameworks, collateral, and repeatable processes that raise quality and consistency across the global team • Cross-Functional Partnership • Partner with EMEA sales leadership to ensure Solution Consulting resources are aligned with regional pipeline priorities and strategic growth initiatives • Collaborate with Sales, Service Delivery, Marketing, Customer Success, and Partner teams to maintain strong feedback loops and ensure market alignment • Support partner-led and channel deal motions in EMEA, advising on technical scoping and positioning as required • Contribute to regional enablement activities, including internal training, deal clinics, and knowledge-sharing sessions • Operational Governance • Monitor and report on regional Solution Consulting performance metrics including pipeline influence, win rates, technical conversion, team utilization, and coverage • Drive consistent execution of Spinnaker’s pre-sales process across the EMEA team, including discovery, landscape analysis, spend modelling, proposal development, and competitive positioning • Ensure all customer-facing technical engagements meet Spinnaker’s quality standards for accuracy, professionalism, and commercial relevance
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