Position Summary: 

This is an exciting, high impact position focused on driving MySQL and Open Source workload onboarding to Oracle Cloud by creating and delivering content and experiences. Objective is to grow Oracle Cloud Infrastructure with MySQL and Open Source technologies. This position requires broad and deep technical knowledge across open source database platform and development frameworks, and Oracle Cloud services portfolio along with outstanding customer engagement skills, and collaboration with many internal organizations.

Successful candidate must be a self-starter with passion, initiative and a “get it done” attitude.  Hands-on, technical depth and breadth.  Superior writing and verbal communication skills.  Attention to detail. Sales discipline, business and product awareness and a high standard of professionalism.

Responsibilities:

• Work with Marketing and Sales to localize and execute messaging aligned to global guidance on MDS/Heatwave. Creating customer-facing and internal content, driving awareness and demand generation strategy and planning, and delivering sales and cloud engineering enablement
• The goals are to increase usage, discover net-new workload opportunities, create value for the customer, and drive cloud renewals and consumption expansions.
• Engage with IT and developers directly to evangelize merits, value and differentiators of Oracle Cloud Infrastructure as an open source full stack provider to develop and deploy their application and databases. Develop and deliver hands-on, technical content and experiences for IT and developers based on open source database technologies. Organize face to face or online meet ups, webinars and hands on workshops. Leverage social media -LinkedIn, Medium, YouTube to drive awareness.
• Ability to quickly create and deliver contextual demos using open source frameworks and Cloud Native technologies.
• Work with marketing team to drive awareness, and sales team for pipeline generation and progression
• Support enterprise account activities related to MySQL and Open Source technologies. Kick start new projects within top accounts, focusing on account-specific use cases, teaching them how to use Oracle Cloud to solve real business problems, and co-developing solutions with customers for production use
• Train and support regional Oracle MySQL teams as well as partners to deliver and scale out programs
• Drive continuous improvements in effectiveness and efficiency, and knowledge sharing across global teams
• Build knowledge of real customer use cases and how MDS/Heatwave services are used. Provide feedback to product development, Marketing and Sales teams.
• Create customer success stories
• Measure and track results

 

Experience and Qualification:

• Strong technical proficiency with cloud infrastructure and cloud platforms. Experience with major cloud provider and containerized platform desirable
• Proven experience in opensource database technologies including MySQL, MongoDB, PostgreSQL and etc. Knowledge in analytic platforms like Azure Redshift, GCP BigQuery, Azure Synapse or Snowflake is preferred. 
• Deep understanding of developers, developer technologies and app dev trends. Deep expertise in DevOps / Cloud Native / CI / CD / Micro Services / Serverless / Kubernetes / Java and open-source programming languages. 
• Excellent communication skill in English. Excellent written / oral / presentation / influencing / negotiation skills.
• 10 years IT industry experience with comprehensive solution selling experience. Minimum of 4+ years’ experience in developer engagement, developer advocacy, developer evangelism, developer relations, developer community, technical marketing or technical product marketing.
• Experience in selling cloud services and application development platform. 
• Customer focus and ability to build relationships 
• Consultative selling experience, able to position solutions at an executive level. 
• Ability to work independently and work as a team.
• Strong cross-functional collaboration skills.
• Self-motivated with ability to prioritize tasks and work in a fast-paced, dynamic environment.
• Bachelor’s degree in technical, business, marketing or related field.

 

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. 

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

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 of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable.