EMEA ENGAGEMENT MANAGER – JOB DESCRIPTION

Role Description

 

The EMEA Engagement Manager  is a senior technical role within the EMEA Cloud Systems Business Development Team.  The role is primarily Sales Team facing and will involve enagement into key Cloud at Customer opportunites or new to Oracle customer or technology engaegments.  The role is pivotal for driving the new normal of Oracle with a focus on customer success and driving key concumption of Oracle technology. 

The Engagement Manager provides leadership across all lines of business pro-actively engaging with sales teams to guide them through the sales cycle and to ensure that Oracle is working proactivey in the engagement acting as a consistent single point of mangement for each opportunity as multiple Oracle LOB’s engage and disengage to deliver a successful Cloud implementation within the customer datacenter and more importantly to enable the Customer to gain value from the subscription once activated. 

In this complex virtual team world, the Engagement Manager acts as a program manager coordinating others and working as a partner to the Account Manager and Architects.  The role requires natural leadership capability to help ensure the approach will ensure a successful and efficient route to activation and consumption with customers.  This leadership working X-Lob enables the Engagement Director to help drive Oracle pro-actively towards a cloud business driving organization best practice and focus. 

As an Engagement Manager  you will become highly connected inside Oracle working across all lines of business along with Product Management.  The most senior Engagement Directors will also work to build and deliver training across EMEA to help transfer skills, knowledge and best practice to other key roles to drive effectiveness as the adoption of cloud services increase. 

Summary:

• Guide Account teams through the Sales Process providing a central view of the truth across all lines of business. 
• Pro-actively spot potential challenges and aid the Account Team to resolve and reduce the time to successful subscription signing and activation. 
• Lead and coordinate multiple Oracle LOB’s and focus them on the customer need to drive successful activations and consumption.
• Communicate best practice and tools, drive adoption to help increase successful opportunity conversion.
• Aid with customer interactions where required to aid the customer to reduce their time to achieving value from Cloud at Customer implementations. 
• Capture opportunity details including value proposition, key objections, compelling events to aid in internal opportunity reviews and potential Oracle references. 

Responsibilities

• Support account teams in all Cloud at Customer opportunities
• Support activities in accounts to generate customer momentum to drive to consumption of Oracle technology
• Work in collaboration with local account team and a broad range of other Oracle LoBs
• Exercise independent judgement and structure to help Account teams make the right choices that will ultimately deliver success of UC Consumption on Cloud at Customer platforms. 
• Interact with all roles at customer as required by the account team. 
• Conduct repeatable coordination calls and activities
• Build and use repeatable assets that iteratively drive best practice in an evolving solution. 
• Provide assessment of current state program and recommendation of future state activities to drive success.
• Define, develop and evolve engagement  standards and principles.
• Drive a can do attitude to help resolve incidents and raise process improvements when discovered. 
• Responsible for transitioning deal knowledge to implementation team.
• Play an active role as part of the EMEA Business Development community completing the knowledge circle from demand gen to activation and consumption cycle.
• Remain fully aware of relevant programs and assets from Oracle worldwide.

Expertise

• Relevant local language skills are a plus
• Ability to communicate effectively.
• Ability to build rapport with team members and clients.
• Strong influencing and negotiation skills
• Strategic and outcome-based mind-set
• Program / Project management experience
• Broad cross-functional, cross-domain IT knowledge
• DataCentre knowledge
• Oracle Clound Infrastructure knowledge
• Exadata knowledge
• Facilitation and Problem Solving
• Exadata
• Cloud@Customer

 

Qualifications

• University Degree in Computer Sciences or similar IT related fields
• Experience as a Program Manager, Project Manager, Consultant
• Proven technical expertise in DataCentres, Exadata, Cloud at Customer
• Holistic knowledge of cloud solutions and respective use-cases
• Knowledge of Oracle Cloud@customer solutions is a must

 

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.

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).