Spinnaker Support provides global enterprise software support, managed services, and project-based consulting to many of the world’s most recognized and respected brands. Founded in 2008, our customer focus, business integrity, exacting standards, and depth of expertise have earned us the trust and loyalty of over 1,300 organizations located in 104 countries. Our dedicated international team works closely with every customer to ensure they receive exceptional, customized services that clear the way for their operational success. Today, Spinnaker Support is proud to be the industry’s highest-rated provider for third-party software support services for Oracle, SAP and VMware.
Our Solution Consulting function sits at the heart of how we bring this value proposition to market. We are trusted technical advisors, pre-sales leaders, and commercial thinkers — and the EMEA Solution Consulting Manager is responsible for ensuring our regional team exemplifies all three.
This is a senior, dual-mandate role. The Solution Consulting Manager, EMEA is both a people leader and a practicing Solution Architect — personally active in strategic pre-sales engagements while simultaneously leading, developing, and representing the EMEA Solution Architect team. The role carries full accountability for the quality, consistency, and commercial impact of Solution Architecture activity across the EMEA region. It requires someone who can operate credibly at the CxO level in a customer conversation in the morning and coach a Solution Architect through a discovery framework in the afternoon. Critically, this leader serves as the voice of Solution Consulting within EMEA — representing the function’s standards, methodology, and strategic direction to regional sales leadership, and feeding back regional market intelligence to global Solution Consulting leadership. All activity is conducted in close alignment with the Director of Solution Consulting’s global vision and operational priorities.
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
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
- Significant experience leading pre-sales, solution consulting, or technical sales teams — with demonstrated ability to coach both technical depth and customer-facing effectiveness
- 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
EXPERIENCE REQUIREMENTS
- 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
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