About

Ben Ratcliff is a highly accomplished Senior Director with over 23 years of experience in the technology industry. He is currently leading the Opower Solutions Consulting team within Oracle Utilities, where he supports all aspects of the Opower Sales machine. Ben's team is responsible for pursuit qualification, sales content, collateral, and pitch support, value-based business modeling, outcome-focused storytelling, tailored customer journeys with excellent demo, competitive proposals, and negotiations. His team is the customer-facing team that wins new business and renews existing business. In addition to leading this strong team, Ben sits on the Opower management team where his responsibilities include deal-specific pricing approvals and price to win strategy, product pricing, facilitating complex operational or deal-specific challenges, and input to overall product line direction/strategy. Ben's recent accomplishments include scaling the team up, tripling the team size in 2 months with 100% retention over a 2-year period, securing highly competitive and strategic wins, growing specific customer solution breadth and revenue by 300%, and achieving the first-year sales goal of 150%. Ben has previously worked for Oracle and Opower, where he held various leadership roles responsible for solution selling Customer Solutions technologies, Oracle Consulting Services, and provided overall leadership for Oracle Utilities global proposal management function. He has a mastery of utility customer engagement and the Opower solutions, supporting joint program design with clients, business case development, deal positioning, and development of opportunity-specific collateral and insights. Ben's technical expertise lies in integration, and he has a proven track record of delivering results in complex sales activities, orchestrating major sales meetings, and leading selected proposals/responses. His ability to identify and share best practices has helped him scale the strategic sales team into 6 FTE Solutions Consulting team, responsible for driving large scale pursuits across the Americas. Overall, Ben is a highly respected leader in the technology industry, with a wealth of experience in solution selling, customer engagement, and strategic sales. His ability to lead and scale teams, secure highly competitive wins, and achieve sales goals makes him an invaluable asset to any organization.