This is predominantly a technical presales role/solution architect role based in Singapore, an intrinsic part of the organisation supporting the sales teams with a focus on positioning Oracle’s Cloud technology solutions including Public Cloud, Hybrid Cloud and Private Cloud architectures. Common customer opportunities and projects include but are not limited to cloud adoption for multiple tiers of IT eco-systems. Focus of this role would be to large extent on cloud platform solutions for application and middleware tiers.

We are looking for a professional with solid experience as Senior Cloud Architect, one who is able to understand customer issues in their journey to cloud. Knowledge and background in cloud architecture (IaaS &PaaS), cloud native applications and microservices is essential; DevOps experience would be seen as a major advantage.

Business Unit: JAPAC Solution Engineering group (divisional ‘special forces’ team within JAPAC presales organisation).

Key Specialities: Cloud Architecture, Application Platform Architecture, Microservices, Docker, Kubernetes, DevOps, Cloud Native, Apps Development

 

Responsibilities

• Provide support as Cloud Architect to a Cloud Account Sales Executive, to identify the best solution for their customer's business needs and to position Oracle’s Cloud Strategy and Solutions as key differentiator in sales cycles
• Be a trusted advisor for the customer at 360 degrees: once customer agrees on adopting an Oracle Cloud Solution and subscribe it, Cloud Architect continues to work with customer after the deal is booked to be sure that identified solution is used at full capacity with customer satisfaction
• Maintain a continuous technical relationship with the customer
• Become the technical solution expert for a designated solution area
• Evangelise modern application architecture both internally and externally
• Developing collateral and architecture blueprints
• Engage with customers by translating their business needs into appropriate Oracle solutions
• Present and articulate features and benefits of Oracle technology solution to business and technical customers
• Create and deliver presentations, customized demonstrations, seminars and workshops to customers and partners, as well as public events
• Setting up and leading diverse teams (local / remote, technical / non-technical profiles), in order to address high-profile sales engagements from a pre-sales point of view
• Design, plan and deliver Solution Demonstrations, Proofs of Concept and Benchmarks.
• Contribute technical responses for Invitations To Tender (ITT), Requests for Information (RFIs) and Requests for Proposal (RFP)
• Define infrastructure architectures and solution proposals, using Value Selling techniques;
• Recognize and communicate opportunities to up sell based on solutions insight
• Keep abreast of all new products, market trends, future directions and the competition for areas of focus
• Maintain up to date, relevant knowledge of competitive solutions and winning strategies;
• Actively develop product expertise
• Ongoing education and training of the sales force on Oracle technologies and solutions;
• Document and share lessons learned and best practices
• Collaborate with other pre-sales teams to drive business results, enhance win rates and better customer propositions
• Operate in line with all Oracle processes and procedures

 

Requirements

• AWS and/or Azure certifications is Mandatory, OCI certifications will be a plus
• Hands-on experience with a wide range of AWS/GCP/Azure services is a must. Oracle OCI services and Oracle PaaS services, including Oracle databases, would be plus
• DevOps experience would be an advantage
• Experience with real life Microservices implementations
• Experience with containerisation technologies like Docker & Kubernetes
• Self-motivated and able to work on own initiative, as well as be a strong contributor in a team environment
• Natural drive to learn and pick up new challenges
• Good understanding of the IT market/trends
• Creative, innovative and analytical thinker with a proven ability to translate complex business needs into feasible, valuable solutions
• Effective at communicating with excellent presentation skills
• Good at building strong relationships within Oracle, with partners and with key stakeholders in customers
• Strong at planning and organising with a very good ability to meet project deadlines
• Knowledgeable of sales methodologies, processes and disciplines and have the ability to positively contribute towards sales processes
• Results orientation, not satisfied until the job is done with the right quality
• Initiative, signalling areas for improvement and propose suggestions pro-actively
• Energetic, driven, and positive personality
• High degree of personal motivation, enthusiasm and commitment
• Passionate for technology

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.