Mission of Technology Cloud Engineering group is to enable customers to realize the significant value of Oracle Cloud by providing an industry leading experience through the provision of lifecycle technical expertise. To simplify and enhance our customer experience by evolving the technical cloud ecosystem and framework enabling our teams to maximize their technical and commercial capabilities and deliver value for our customers and Oracle.

 

Account Cloud Engineer (ACE)

Is customer aligned role responsible for the full adoption lifecycle from project concept to usage and expansion within the customer.

Role and Responsibilities

• ACE will orchestrate all activity in the account and is always in the leading position.
• Actively involved in the Oracle account team in defining and driving the consumption growth strategy.
• Is 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.
• Is a Trusted Advisor to customers.
• Informs customers/prospects on Oracle emerging technologies and how they will create value and competitive differentiation
• Presents Oracle's technology demonstrating deep familiarity with infrastructure, security and integration capabilities.
• Is the internal point of contact for updates on customer consumption progress, renewal likelihood, etc.
• Acts as customer SPOC for cloud engineering related aspects
• Leads activities and assembles virtual cloud engineering teams to help position the value of Oracle’s Cloud and to set and continually meet customer expectations.
• Brings together and leads Specialist Cloud Engineers to support solution building, preparation and presentation of customer driven demos and PoCs to diverse audiences, representing the capabilities of the Oracle Cloud Platform.
• Responsible for bringing in workload architects support to ensure design and positioning of holistic solutions to the satisfaction of customer stakeholders.
• 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 Sales and Adoption cycles
• As the customer cloud lifecycle manager the role is also to understand/be aware of ongoing projects through Oracle partners/ACS/OCS.

Skills and Profile

• 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.
• Demonstrates leadership capability including the ability to delegate activities & involve the right teams/skills sets.
• Clearly able to articulate the Cloud offerings in the market and with the ability to discuss architectures
• Fluent in current Oracle Cloud Protfolio and experienced in designing simple through to complex and large-scale cloud projects
• Translates customer needs into solutions enabling the customer to achieve their goals
• Excellent communication and presentation skills for a group with high degree of comfort speaking across all levels of management (eg IT management, Architects, administrators and executives).
• Certified in OCI as the guidelines mandates
• Familiar with 3rd party and Oracle Architecture frameworks (eg TOGAF, ECal)
• High level of commercial business understanding
• 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
• Experience in understanding complex customer ecosystems with the ability to translate customer needs into workable solutions.

 

 

 

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.