Solution Specialist Director, Dedicated Region Cloud@Customer, EMEA / null

Organisatie: Oracle
Locatie: null
Functie: Solution Specialist Director, Dedicated Region Cloud@Customer, EMEA
Vervaldatum: 23/06/2021
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Job Description

Preferred Qualifications

Job Title

Solution Specialist Director, Dedicated Region Cloud@Customer, EMEA

Quick Description

The Dedicated Region Cloud@Customer (DRCC) Solution Specialist is the most senior customer-facing role within Oracle and is critical to the relationship between the customer and Oracle. The DRCC Solution Specialist acts as a bridge between the needs of the customer to the solutions and services that Oracle’s Cloud solutions may bring to bear to deliver value to the customer. The DRCC Solution Specialist provides leadership within Oracle across IT and the various lines of business to ensure that Oracle’s Dedicated Region Cloud@Customer offering to the customer are feasible, consistent, effective and aligned to the customer need.

The DRCC Solution Specialist typically supports opportunity-driven complex and large-scale solution. These may vary from a complex pure technology solution or Innovation Architecture; the common thread being the complexity and cross-pillar, cross-LoB and cloud hybrid nature of the solution. In these complex solutions, the DRCC Solution Specialist will work mainly with Lift Services experts to build a complete high-level architecture that covers the static architecture, the operational and migration architecture necessary to deliver success to Oracle and the customer.

The candidate will be responsible for providing expertise across the Oracle technology portfolio to the customers across the EMEA region in order to support Cloud projects and opportunities and contribute to consumption growth. This position will focus specifically on Dedicated Region Cloud@Customer (DRCC) opportunities and projects. Proven experience and expertise in this domain (Business and technical expertise) will be required.

Working closely with the sales and TCE leadership teams, the candidate will engage with customers to establish trust and credibility with key stakeholders in the accounts, in the context of new opportunities or in the context of critical projects reliant upon Oracle Technology. The candidate will be a trusted advisor for the field and customer.
He/She will provide deep expertise on OCI and DRCC specificities to support the field to win over the competition and ensure successful adoption.

The candidate will also act as a conduit with leaders from other organisations within Oracle (Development, Product Management, Sales programmes, local TCE’s, …) to maximise the support provided to these customers and critical projects and will be responsible to lead a community of experts across the region.

Thought leadership, strong and proven Oracle technology knowledge and superior communication skills at executive level are some of the key requirements for this position.

Main focus and scope

Fulfilling the role will require a strong background in Oracle and Cloud technologies, ideally with proven experience of architecture design, product strategy or product management role. It also requires a passion for the technology, together with a consummate ability to articulately communicate at all levels from C-level to experienced architects or developers where the candidate will demonstrate the value of the Oracle Cloud Infrastructure. In addition to the strong technical background, this role requires experience in working with a large and distributed sales organisation as well as experience in working with engineering and product management.

Responsible for the successful growth of Oracle DRCC business in EMEA, this role will focus on the activities to enable, support and sustain this business growth including strategic engagements with key customers and prospects, relationship with sales and TCE executives, collaboration with Lift services teams as well as engagement with partner eco-system. The candidate will be instrumental in driving the OCI consumption growth across the region.

Key Activities

  • Customer engagements (with the objective of maximising consumption in those accounts)
  • Articulate product strategy in context of large customer’s pain points to help create, support or expand sales opportunities across the technology platform (strategy briefing, use case definition, executive sponsorship, etc…)
  • Executive engagements with different stakeholders (CIO, CTO, LOB, LOB-IT, AppDev Leaders, …) leading to concrete follow-up activities to progress opportunities
  • Technical engagement to provide relevant expertise to field and customers
  • Lead community of experts across the region to share knowledge and best practices
  • Bring product, market and strategy expertise to Cloud sellers and technical resources and collaborate with enterprise/industry architects
  • Public speaking engagement for keynotes at industry and/or Oracle events
  • Continuous improvement in self-research, learning and readiness on the new product offerings. Also focus on competitive offerings and technologies to be able to clearly articulate the Oracle advantage. 
  • Experience and Qualifications

  • Minimum of 10+ years of relevant experience in a technical role or business development role in Cloud in the enterprise space.
  • Numerous years of experience and strong technical knowledge of Cloud technologies,
  • Solid understanding of the cloud infrastructure landscape and market 
  • Experience with another cloud infrastructure vendor would be beneficial 
  • Combination of deep technical expertise and business strategy experience
  • Able to dive deep on DRCC discussion and be seen as an expert internally & externally
  • Deep knowledge of Cloud Platform strategy, offering, innovation, differentiation, competition (and ability to maintain this knowledge on a continuous basis) with strong technical background
  • Proficient in articulation of Oracle strategy, business benefits and key use cases/references at the executive level
  • Strong knowledge and credibility at technical level across the full platform to address any type of audience
  • Ability to listen and understand customer’s business challenges and map credibly to Oracle solutions across the entire portfolio of technology
  • Strong desire and ability to connect with customers, understand their challenges, and communicate a vision for how Oracle Cloud can address those challenges
  • Experience working with and influencing executive leadership
  • Superior communication skills across verbal, written, and presented content; Strong English language skills is mandatory for this position
  • Strong interpersonal skills with proven ability to communicate across all levels and effectively adapt to varied situations 
  • Proven ability to work well as part of an international team.
  • As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable). 

    Detailed Description and Job Requirements

    Overlay sales personnel providing specialist product expertise to the sales force.

    Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

    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. 8 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.

    As part of Oracle’s employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

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