Oracle Cloud Solution Architect MEA region in Dubai, United Arab Emirates

Cloud Solution Architect MEA region

Preferred Qualifications

Background:

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.

SCOPE:

  • 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

  • Customer facing

  • 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

RESPONSBILITIES:

  • 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

Experience:

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

Location: AE-AE,UAE-Dubai

Other Locations: SA-Saudi Arabia, AE-United Arab Emirates, EG-Egypt

Job Type: Regular Employee Hire

Organization: Oracle