Job Title                            Director – Cloud Trials Solution Specialist, JAPAC

Location                           Singapore, Sydney, Melbourne

Organization Name        Technology Strategy & Business Development

Description:  

The Trials Organization is a highly strategic, customer-centric team within Oracle’s Asia Pacific & Japan Sales division. This new team is responsible for providing a white-glove onboarding experience onto Oracle Cloud Infrastructure (OCI) for all customers enrolled in an Oracle Cloud Trial. 

 

The goal of the trials team is to help customers drive successful Cloud adoption and leverage Oracle’s unique Universal Credit Model. The trials team is a technical sales organization focusing on converting and closing customer trials to paid Universal Credit consumption via PAYG or Annual Flex models.  

 

In this key role, you will lead a team of Cloud Trial specialists across the Asia Pacific & Japan region; who will engage, onboard and support customers starting their Oracle Cloud journey with Trial services. The Trial specialists will have a solid understanding of OCI and Cloud Computing. They will help customers onboard and fast track their OCI adoption to address their solution and use-cases.

 

The trials team works in close partnership with Business Development Consultants, Technology Sales representatives and Cloud Engineering teams, to progress customers through the Trial, PAYG and Annual Flex models.   

 

This role is a critical leadership role, requiring business acumen, tireless pursuit of detail, highly disciplined sales methodology, and stakeholder management. In this role, you need to establish a team of trusted advisors, share best practices and Oracle Cloud solution expertise, provide inspirational customer experience and help JAPAC customers remotely/online take them through their Cloud adoption journey.   This high profile team presents an exciting opportunity to be part of a group that will be central to Oracle’s future and growing success.

 

If you are technically curious, have a strong understanding of cloud architecture and related technologies - enjoy engaging with customers and are excited about sharing your passion for Cloud technology, we have the right opportunity for you.

 

Oracle is focused on providing you with the skillset needed to achieve multiple levels of career progression with increasing levels of responsibility within Cloud sales or Cloud Engineering. You will be provided the tools, data, training, coaching, and people resources to help you be successful.

 

Coverage:  Asia Pacific and Japan

 

Management Responsibilities:

• Leading the Cloud Trials Team across JAPAC, and key contact point for all Regional Sales Leaders. 
• Running the business cadence for the JAPAC Trials team.
• Participating in and driving the recruiting process for future trial specialists within the team.  
• Responsible for hiring, coaching and managing the entire team.
• Ensuring robust coaching processes and one-on-one time with the team members.
• Aligning to Global and Regional Sales Program KPIs
• Signing off on all business criteria for inbound and outbound trial programs.
• Leading the day-to-day schedules of the team.
• Ensuring all key milestones for the teams are met including yearly, quarterly and KPI reviews.
• Motivating individuals to succeed through impassioned leadership, coaching, creative sales incentives, and broadcasting of results. 

 

Reporting and Alignment:

 

• Working closely with the Cloud sales and Business Development leadership to align the Trial Conversion process   
• Aligning to GTM strategies including sales programs and marketing initiatives. .
• Facilitating close interaction with the sales program management team.
• Facilitating close interaction with the marketing management team.
• Ensuring lead to response times meet the relevant SLAs.
• Ensuring that all pipeline and progression reporting is accurate and communicated widely.
• Providing business insights and critical weekly updates to sales management.
• Providing demand generation insights, and knowledge to drive better results and collaboration.

 

Team Responsibilities 

• The trail specialists are responsible for OCI awareness, adoption and revenue through Oracle’s Free Tier, by converting trial accounts to Pay As You Go or Annual Subscription across all market segments in JAPAC
• Advance early-stage opportunities by confirming customer business cases, developing proof of value through the sales cycle, leveraging technical Demos, Hand-On Labs, hosting workshops, etc.
• Share cloud best practices and innovations.
• Showcase OCI ease of use and automation
• Technical support for the cloud trial, facilitating the outcome via interaction with backend support teams.

 

Ideal Candidate:

• Min 7+ years experience of inside or business development team management 
• Proven record of quota bearing role in inside sales.
• Solid understanding of Cloud Computing, and strong understanding of public cloud technology as adopted by IT departments, lines of business and developers.
• Strong knowledge of Oracle Cloud Infrastructure offerings, and competitive platforms (ASW, Azure, GCP) 
• Intelligent, motivated and competitive with a “roll-up-the-sleeves” and “get the job done” attitude.
• Excellent communication (verbal, written, and presentation) and interpersonal skills (outgoing and personable). Must know how to influence.
• Inspires a team focused and collaborative environment.
• Passion for coaching emerging sales talent.
• Excellent organizational, prioritization, and time management skills.
• Ability to collect, organize, and display data in spreadsheet and powerpoint format.
• Business degree qualified.

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

Manages and directs a staff of solution specialists and/or managers in providing specific industry or product expertise to facilitate the closing of deals within sales territory. Establishes and communicates departmental objectives and implements plans to ensure attainment of business objectives. Works closely with sales management to ensure proper utilization of resources and provides justification for additional resource requests. Oversees the Interaction with sales team to architect the solution, and develop and execute solution strategies for market. Manages teams in the sales process for establishing market visibility and deal visibility. Develops forecasts. Participates in industry/product functions, seminars and round tables to remain up to date on industry or product knowledge. May deliver presentations/solutions to high level clients and industry conference attendees. May provide training to field sales on industry/solutions.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations is important.