The charter of the Solution Engineer, Cloud Platform is to be the “trusted advisor” to both the customers and sales team of his assigned territory. This chiefly consists of applying knowledge of business requirements and Oracle Cloud Infrastructure to set territory go-to-market strategies, as well as craft solutions for individual customer challenges. The Solution Engineer is involved in the design and technical oversight of complex business initiatives in customer

 

engagements. This responsibility typically spans all layers of the business solution and interfaces with the customer project teams and executive management to define requirements and recommend solutions. A key requirement of the role is to translate and validate these customer requirements into a verifiable solution blueprint that demonstrates that the

 

requirements can be satisfied. In addition to being the domain expert for his application portfolio to achieve the group goals and objectives.

 

 

As a Solution Engineer, you will be responsible for providing presales technical / functional support to prospective clients and customers while ensuring customer satisfaction. Develop and deliver high quality standard Oracle presentations and demonstrations. Present and articulate advanced product features and benefits, product future direction and overall

 

Oracle solutions. Design, validate, and present Oracle Cloud Infrastructure to include advanced product concepts, future direction, and 3rd party complimentary products. Develop and manage reference sites through high quality technical, professional client relationships.

 

 

Responsibilities:

 

 

• Actively maintaining a depth of product knowledge in Oracle Cloud Infrastructure including - Competitive offerings, Business outcomes that can be achieved through the deployment of the solution, Case studies of implementations, Up-to-date and relevant product knowledge in the designated product areas
• Providing support in Sales Campaigns including - Product demos and presentations, Discovery sessions, Expertise in designing solutions for specified needs, and for creating cross-product solutions where required, Taking a role on account, solution or industry teams, where required, Participating in strategic account planning, including major accounts where required
• Educating customers and Partner Organisations in Oracle Cloud Infrastructure and value propositions
• Building and maintaining long-standing relationships with the customers both during and after the bid process
• Demonstrating the business value of Oracle's products and solutions at all levels, from subject matter experts through to board members and other key decision makers in the customers' organisation
• Attend customer meetings with Sales Reps to qualify product requirements and understand customer needs
• Deliver update sessions to bring customers up to date with Oracle Cloud Infrastructure, Roadmap and value propositions
• Run seminars and workshops for Customers and Partner organisations as required
• Engage with Product Development teams to maintain product knowledge and highlight areas for future development
• Represent Oracle at marketing events as required
• Act as a solution contact for customers in the designated area
• Recognise and communicate opportunities to up-sell based on solutions insight
• Contributes to improve the knowledge of the wider Sales Consulting team
• Maintains a strong understanding of competitor’s product offerings
• Actively develops product expertise

 

Requirements:

 

 

• 10+ years in an external customer facing role, preferably with sales /presales experience.
• Demonstrated experience in selling & positioning cloud infrastructure
• 3-5 years of experience supporting all stages of the Cloud deployment lifecycle from development to integrationand operations. With a core focus on Acquisition- Activation and ultimately Retention of the revenue stream
• Core hands on foundational skills based on cloud infrastructure development
• Excellent communication skills, including SR tracking, issue identification and triage as well as escalation protocols
• Ability to develop relationships with Partners, Sales Reps and internal support staff
• Ability to build and maintain strong relationships with a diverse set of internal and external business owners and stakeholders across all organizational levels
• Ability to analyze, and document potential customers’ requirements and design and architect Oracle solution to address such needs
• Solid understanding of key competitors, market trends and ability to articulate value-based proposition of Oracle products and solutions
• Ability to communicate at multiple organizational levels from technical to management
• High proficiency in English and Chinese written and verbal communication skills
• Bachelor’s Degree in Computer Science, Engineering or a technical discipline is preferred.

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.