This job is with Oracle, an inclusive employer and a member of myGwork the largest global platform for the LGBTQ+ business community. Please do not contact the recruiter directly.
An Oracle career can span industries, roles, countries and cultures, giving you the opportunity to take on new roles and challenges, while blending work and life. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies globally. To cultivate the talent that makes this happen, we work hard to create a vibrant and rewarding workplace that celebrates diverse, multi-talented teams where everyone can contribute. We take care of each other, and value giving back to the community.
- Account aligned, this role is responsible for the full adoption lifecycle from project concept to usage and expansion within the customer.
- Maintains an awareness of the topology and workloads within the customer and is highly technically competent.
- Advises on customer projects and initiatives
- Drives alignment with the Cloud Sales Rep, working as a team within the customer to define/drive sales strategy
- Conducts/orchestrates the technical teams/skills required to ensure our technology is driving customer business outcome and sustainable usage/growth
- Monitors the Customer Adoption Health (looking at usage and impact on business KPIs)
- Drives value realization along the engagement lifecycle
- Technical due diligence to achieve the Technical Win
- Responsible for subscription Renewal/Usage Growth
Career Level - IC4
Responsibilities
- Actively involved in the Oracle account team in defining and driving the consumption growth strategy
- Assists teams, or allocates resources, for responses to RFXs and technical requirements documents
- Accountable for the successful experience of customer(s) in their territory
- Understands customers overall portfolio, IT and business priorities and establishes a solution that addresses customer needs.
- Aims to be a Trusted Advisor to customers
- Informs customers/prospects on the Oracle emerging technologies and how they will create value and competitive differentiation
- Presents Oracle's technology and infrastructure demonstrating deep familiarity with company's infrastructure, security and integration capabilities.
- Is the internal point of contact for updates on account health, renewal likelihood, etc.
- Represents the voice of the customer.
- Acts as customer SPOC for cloud engineering related aspects
- Responsible for bringing in Specialist support to ensure design and positioning of solution to the satisfaction of customer stakeholders.
- Leads, or pulls in the right resources, for the solution building preparation and presentation of customer driven demos to diverse audiences, representing the capabilities of the Oracle Cloud Platform.
- Involved in activities in the solution agreement phase to help position the value of Oracle's Cloud and set customer expectations.
- Takes ownership for utilizing the right resources to manage and coordinate customer escalations and resolutions efforts xLOB, and with external stakeholders, to ensure a joined-up approach with the customer in terms of actions and communications
- Takes ownership for coordinating xLOB resources to conduct Architecture and Technical Workshops during the Sales and Adoption cycles
- Support customer technical due diligence and risk management processes
- As the customer cloud lifecycle manager, the role is also to understand/be aware of ongoing projects throughout the Oracle ecosystem.
- As part of Cloud Sales Framework, accountable for Cloud Engineering Technical Qualification criteria. To drive consistent collaboration, enabling solution engineering & sales leadership to gain both commercial and technical insight into the deal cycle driving focus and investment on qualified opportunities.
- Help Customers achieve measurable benefits and ensuring success using Oracle Cloud
- Outcome is to maximize consumption and consumption growth of Oracle Cloud
- Responsible for communication and confirmation of the agreed workplan template with customer
Skills Qualifications
- At least 5-10 years of solid hands-on Technical and/or Pre-sales experience
- At least 3-4 years of Cloud Computing experience
- Broad technical experience of Oracle Cloud solutions along with high levels of experience in implementing and accompanying customers in Oracle Cloud adoption including a good understanding of cloud architecture. The role will primarily focus on cloud but as/when it meets customer needs will be involved in hybrid on premise/cloud designs.
- Demonstrates leadership capability including the ability to delegate responsibility to the right teams/skills sets.
- Clearly able to articulate the Cloud offerings in the market and with the ability to discuss architectures
- Familiar with current Oracle PaaS and IaaS products and experienced in designing simple through to complex and large-scale cloud projects
- Preferably with hands-on experience in Oracle PaaS and IaaS (other clouds/CSPs) related technologies such as Java, integration, mobile, security, storage, compute, and networking.
- Can translate needs into solutions leading to customer success
- Excellent communication and presentation skills for a group with high degree of comfort speaking across all levels of management (e.g. IT management, Architects, administrators and executives).
- Preferably certified in Oracle Cloud or other CSPs
- Familiar with 3rd party and Oracle Architecture frameworks (e.g. TOGAF, ECal)
- Intelligence to identify key trends and insights and leverage them in driving decision making and execution within customer
- Experience in engaging and influencing senior leaders.
- Ability to build relationships to grow business. Act as a partner to our customers, not just a vendor.
- Strong collaboration skills and drive for impact and influence
- Experience of owning customer loyalty, culture and change management
- Experience in conflict resolution and negotiation
- High level of commercial business understanding
- Experience in understanding complex customer ecosystems with the ability to translate customer needs into workable solutions
As a world leader in cloud solutions, Oracle uses tomorrow's technology to tackle today's problems. True innovation starts with diverse perspectives and various abilities and backgrounds.
When everyone's voice is heard, we're inspired to go beyond what's been done before. It's why we're committed to expanding our inclusive workforce that promotes diverse insights and perspectives.
We've partnered with industry-leaders in almost every sectorand continue to thrive after 40+ years of change by operating with integrity.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.
Disclaimer
Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
- Which includes being a United States Affirmative Action Employer
