Job Summary

• Account aligned, this role is responsible for full adoption lifecycle from project concept to usage and expansion within the customer.  
• Aware of the topology and workloads within the customer and highly technically competent.
• Support Cloud Sales Rep to define/drive sales strategy
• Conducts/orchestrates the technical teams/skills required to ensure our technology is driving customer business outcome and sustainable usage/growth
• Technical due diligence  to achieve the “Technical Win”
• Customer Adoption Health (looking at usage & impact on business KPIs)
• Value realization from along the engagement lifecycle
• Oracle Business outcome\: Renewal/Usage Growth

Description

What You’ll Do

• Actively involved with the account team in defining and driving the sales strategy

• Understands customers overall portfolio, IT and business priorities and establishes a solution that addresses customer needs

• Responsible for ensuring the design and positioning of solution in the satisfaction of customer stakeholders

• Leads the solution building preparation and presents customer driven demos to diverse audiences representing the capabilities of the Oracle Cloud Platform

• Conducts architecture and technical workshops, both during Sales and Adoption cycles

• Manages customer technical due diligence and risk management processes

• Is accountable for the successful cloud experience of customer(s) in your territory

• Responsible for maximizing satisfaction and usage of Oracle Cloud and related Oracle technologies

• Acts as customer SPOC for cloud experience related aspects

• Informs customers/prospects on the newest emerging technologies and how they will create value & competitive differentiation. 

• Mitigates risks in order to address challenges and remove blockers to renew and expand.

Role and Responsibilities

• Actively involved in the Oracle account team in defining and driving the consumption growth  strategy
• Assists teams, or allocates resources, for responses to RFXs and technical requirements documents
• 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 the Trusted Advisor to customer stakeholders.
• Informs customers/prospects on the newest emerging technologies and how they will create value & competitive differentiation
• Presents Oracle's technology & infrastructure demonstrating deep familiarity with company's infrastructure, security and integration capabilities
• Is the internal point of contact for updates on account health, renewal likelihood, etc. Represents the voice of the customer.
• Acts as customer SPOC for cloud engineering related aspects
• Responsible for bringing in specialist engineering support to ensure design and positioning of solution to the satisfaction of customer stakeholders.
• Leads, or pulls in the right resources, for the solution building preparation and presentation of customer driven demos to diverse audiences, representing the capabilities of the Oracle Cloud Platform. 
• Involved in activities in the solution agreement phase to help position the value of Oracle’s Cloud and set customer expectations.
• 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, both during Sales and Adoption cycles
• Manages customer technical due diligence and risk management processes
• As the customer cloud lifecycle manager the role is also to understand/be aware of ongoing projects through Oracle partners/ACS/OCS. 
• Runs the customer value realization process by helping them achieve measurable benefits and ensuring success using Oracle Cloud.  
• Outcome is to maximize usage and usage growth of Oracle Cloud

Required Skills/Experience

What You’ll Bring

Your enthusiasm, knowledge, and customer-centricity will help us become the number one cloud company in the world. We also look for\:

• Experience in understanding complex customer ecosystems with the ability to translate customer needs into workable solutions

• Implementing, accompanying customers in Oracle Cloud and Technology adoption

• Strong technical skills and a system wide vision including all aspects of the cloud ecosystem, including a good understanding of cloud architecture and hybrid on premise/cloud designs.

• Clearly able to articulate the Cloud offerings in the market and with the ability to discuss architectures

• Fluent in current Oracle Cloud (OCI) and Technology products with extensive experience in designing complex and large-scale cloud projects

• Some expertise and hands-on experience in Oracle OCI and Oracle related technologies – such as Java, integration, mobile, security, storage, compute, database, analytics and networking.

• Translate needs into solutions leading to customer success

• Excellent communication and presentation skills for a group with high degree of comfort speaking across all levels of management (e.g. IT management, Architects, administrators and executives).

• 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.

• Intelligence to identify key trends and insights and leverage them in driving decision making and execution within customer

• Strong collaboration skills and drive for impact and influence

• Experience of owning customer loyalty, culture and change management

• Experience in conflict resolution and negotiation

 

!|!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).!|!