Steven Light

About Steven Light

Enterprise Pre-Sales, Marketing, Lead Gen, Solution Evangelist. SME with experience in…

Experience

1. Master Principal Sales Consultant, Strategy, Lead Generation, Enablement - Multi-industry

   Oracle

   May 2010 — Present · Atlanta, GA, US

   Perform Consultative Pre-Sales activities globally for Tier 1 and other World Class financial firms. Positioned as industry expert.• Instrumental in closing +$25M in license revenue given traditionally long sales cycles and driving to close a multi-million dollar pipeline.• Create sales go-to-market penetration plans for global, enterprise level Pricing and Revenue Management solution.• Create and implemented Use Case based sales enablement framework• Create content for and execute sales campaigns to generate leads and build awareness• Demonstrate and evangelize Oracle’s Revenue Management and Billing (ORMB) enterprise software solution. ORMB helps firms streamline and automate their revenue management process, reduce DSO, reduce loss in fee-based income and provide transparency, accuracy and control to vital business processes. • High degree of interaction with C-Suite to End User customers and system integrators • Conduct consultative discovery sessions with prospects, document results and use information learned in meaningful sales presentations.• Create, execute and monitor customer evaluations, pilots and proof of concepts. • Author RFP responses from a functional and technical perspective.• Define values propositions, positioning and differentiation to competitor’s products.• Recent speaking engagement at Oracle LATAM FS Forum -\"Revenue Leakage In Financial Insitutions\"

Education

• University of South Florida

  MBA - Masters of Business Administration, Finance and Financial Management Services

  1992 — 1994

• University of South Florida

  BS - Bachelor of Science, Major in Finance, Minor in Economics

  1983 — 1987

Skills

• Management
• Performance Management
• Financial Services
• Crm
• Business Development
• Management Consulting
• Lead Generation
• Consulting
• Product Management
• Requirements Analysis
• Business Process
• Activity Based Costing
• Business Intelligence
• Sales
• Enterprise Software
• Strategy
• Business Analysis
• Pre-Sales
• Banking
• Risk Management
• Project Management
• Analytics
• Business Process Improvement