Oracle Cloud Solution Architect MEA region in Dubai, United Arab Emirates
Cloud Solution Architect MEA region
Advanced Customer Support (ACS) is a business unit within the Oracle’s Customer Service organisation that establishes long-term service relationships with many of Oracle's largest customers. The ACS Global Cloud Solution Architecture (GCSA) team is focussed on supporting ACS’s continued growth in leading edge, large scale Oracle Cloud related services engagements, for both Oracle Public Cloud and Oracle Cloud at Customer, primarily in the areas of IaaS and PaaS.
ACS GCSA Cloud Solution Architects have a proven track record in successful delivery of IT services for mission critical environments in major organisations. In addition to a specialisation in the area of Cloud, they possess extensive, broad-based expertise across large scale project-based IT design/deploy/migrate type services engagements and also in the area of mission critical production operations and support. They have proven experience in industry standard project management and service management best practice.
In addition to extensive broad based experience of IT services and technologies, each individual Service Solution Architect has deep expertise in specific services & technology areas, and acts as the subject-matter lead in those areas within the team.
All ACS GCSA Cloud Solution Architects have extremely strong customer facing presentation and interaction skills, are capable of engaging at senior management and C-level, articulating service and technology solutions in terms of business value and risk.
Location: EMEA – all locations considered, but preference would be for candidates based in EECIS and MEA
Geographic area of responsibility: Mainly ACS EMEA, with specific focus on either EECIS or MEA
Reports to: John Windebank
Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
Works with multiple customers across all sectors/countries in the ACS EECIS or MEA regions, in collaboration with Oracle ACS and xLoB Sales teams
Works on services related opportunities across the entire lifecycle of all Oracle Cloud IaaS and PaaS products, and all associated Oracle ‘legacy’ on-premise products that might be hosted on Oracle Cloud (apps, middleware) – covering Oracle product related services requirements across design, deployment, migration, operations/management and support
Works with the local ACS Sales and xLoB teams to:
Identify, build and win cloud related leading edge/large scale services opportunities across existing and new Oracle ACS customers
Build and articulate compelling ACS service solutions for each opportunity that address identified customer business needs
Ensure the risks and costs associated with each ACS service proposition are fully understood and addressed
Construct detailed TCO analyses and business justifications
assisting in closing opportunities in a timely fashion
assist ACS to achieve its Cloud related growth targets
May possibly work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances
Works with other Oracle Lines of Business (LOBs) in individual opportunities and general cross-line-of-business (xLoB) initiatives
To identify, foster and define Oracle ACS services solutions for specific customer opportunities and assist in the sale alongside the local ACS team consisting of sales representative, ACS pre-sales and ACS delivery
Work with the customer, ACS management and the xLoB account sales teams to:
Understand the customer’s business and IT strategic requirements and identify large scale ACS opportunities to assist the customer achieve its strategic goals
Gather and assess customer needs, both business and technical and translates these into ACS service requirements
Build and lead virtual teams associated with these large scale opportunities
Effectively communicate with customer to CxO level
Build customer loyalty through achieving a trusted advisor relationship
Work proactively to build relationships with other Oracle lines of business and collaborate effectively (internally and externally) with others to ensure effective service solution development and design
Establish the validity of a solution and its components with both short- and long-term implications when proposing service solutions
Drive proposals, presentations, and other customer and internal communications and discussions during opportunities
Co-ordinate and drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
Effectively communicate and articulate the details of the service components in a proposed customer solution
Apply consultative selling techniques
Use strong understanding of the services competitive marketplace to anticipate and plan for competitive threats
Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, product management
Work with ACS delivery to ensure a smooth transition from sales to delivery
Navigate Oracle internal tools and processes to effectively participate and enable ACS sales
Produce appropriate and timely opportunity reporting/tracking information for ACS management
Transfers knowledge to other participant roles on the deal, account teams, delivery and across ACS Pre-Sales
This is a senior role. ACS GCSA Cloud Solution Architects at this level typically have 20 years of experience in relevant IT services, across a wide range of technologies and customer sectors.
A typical experience profile for successful individuals in this role would include most if not all of the following:
20 years of IT services, including significant direct experience in services roles within multiple external IT services providers
Broad understanding of typical enterprise applications and IT infrastructures including public and on-premises cloud, including but not limited to Oracle technologies
Large scale IT project and programme management, including major transformation, migration and solution deployment projects
IT service management, including managed services/outsourcing
Commercial and contract management, including construction of TCO analyses and pricing for complex service offers
Sales and complex deal negotiation
Architecting, implementing and delivering complex service solutions for large scale, mission critical IT environments
Consulting and trusted-advisor roles to C-level within major customer organisations in relation to IT services
Proven ability to construct and deliver compelling presentations and propositions to C-level and large audiences
Detailed Description and Job Requirements
Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.
As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.
Job: Pre Sales
Other Locations: SA-Saudi Arabia, AE-United Arab Emirates, EG-Egypt
Job Type: Regular Employee Hire