Cloud Enterprise Architect - Sales Engineering

Oracle (FRFrance, France) Publié il y a 16 jours

QUICK DESCRIPTION



Oracle Cloud Architects bridge the gap between business and technology –speaking the value language of business and technology with C‐level individuals. They combine a deep understanding of technology and architectural patterns to drive IT transformation initiatives that meet the business objectives of our customers.



As a Cloud Platform Architect, 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. Focuses on large or complex sales opportunities that need creative and complex solutions.



The Cloud Platform Architect will be working closely with Oracle Sales to develop new business as well as to position Oracle’s Solutions at the heart of the largest transformations, including focus on solutions based on Oracle Public Cloud Services.



Ideal Candidates will be seasoned senior level professionals who not only possess deep experience with IT transformation but also significant experience in cloud.



A strong understanding and practical experience in planning and delivering cloud migration projects from traditional on-premise deployment models.



As a Cloud Architect, you have the chance to develop in a very broad spectrum, ranging from product expertise, customer interaction, communication and general IT market knowledge.





OBJECTIVES




  • To Interact with all roles at customer – including CIO, CTO, IT Architects, technical staff and Business representative

  • 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.

  • To demonstrate the credibility of Oracle's Cloud (IaaS/PaaS) Technology Solutions at all levels, but with a particular focus on key decision makers at the customers' organization

  • To position Oracle’s Public Cloud Solutions at the heart of the largest IT transformations,

  • To work as part of Sales and/or Account Teams on specific opportunities to enhance revenue for Oracle Corporation through Cloud subscription

  • To cover prospects/customers based in all parts of France




SCOPE




  • Educating customers and partners in Oracle Product offering and Cloud strategy in the designated product areas

  • Conduct repeatable strategy, architecture, roadmap and planning workshops

  • Provide assessment of current state architecture and recommendation of future state architecture.

  • To demonstrate the value of Oracle's Cloud Technology Solutions:

    • IaaS (Baremetal, virtualization concept, SDDC, SDN, HPC…)

    • PaaS (Data Management, Bigdata, Integration, blockchain, API…)

    • Security (Identity, WAF…)

    • Business Analytics (Reporting, Data visualization, …)



  • Hands on skills with CI/CD & build automation tooling (Chef, Terraform, Ansible, etc.)

  • Strong hands-on Linux and/or KVM experience is preferred

  • To be able to deliver a first level presentation in all topics mentioned above.

  • To be able to deliver POCs on Oracle Cloud Infrastructure Gen2

  • Works closely with other Oracle Pre-Sales Consultants and other Line Of business


RESPONSIBILITIES




  • Provide support as Solution Engineer to one or two Cloud Account Sales Executive to identify the best Oracle Cloud solution for their customer's business needs and to position Oracle’s Cloud Strategy and Solutions as key differentiator in sales cycles.

  • Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner.

  • Understand the needs and pains of the customer and then link them to a set of products/solutions provided by Oracle

  • Building and maintaining trustful relationships with the customer during the bid process

  • 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;

  • Actively maintaining a depth product knowledge in the designated product areas

  • Maintain awareness of all relevant competitive products


Promote the Technology Cloud Framework.




  • Help pushing Oracle's product offering to the Market


SPECIFIC TO THE ROLE






    • Lead detailed discovery analysis

    • Identify and evangelize key business and technology benefits of adoption

    • Provide roadmap and migration methodology and identify quick wins

    • Advise on organizational impact of solutions

    • Provide detailed sizing and associated justification

    • Remain fully aware of relevant architectural programs and assets from Oracle worldwide

    • Based on prospects input, provide appropriate feedback to product managers and product development

    • Provide product demos and presentations, also interactively – i.e without a pre-defined script, & answering questions & demonstrating ‘how’ an issue could be solved

    • Significant knowledge of a product set, including

      • Competitive offerings

      • Cloud oriented architecture

      • Solutions enabled by the products

      • Case studies of implementations

      • Links to development teams and information on future product development



    • Attend customer meetings with Sales to understand customer needs

    • Design and deliver customer demonstrations to articulate, update and evangelize Oracle based technical and product solutions

    • Contribute technical and product information in response to Requests For Information (RFIs)

    • Run seminars and workshops for Partner organizations as required

    • Act as a technical/solution contact for customers in the designated area

    • Recognize and communicate opportunities to up-sell based on solutions insight

    • Participate and contribute community work and cross Line Of Business co-operation




SKILLS REQUIRED:



We are looking for a professional with solid experience as Cloud Solution Architect, able to understand the customer issues in their journey to Cloud.



Knowledge and background in Cloud Architecture (IaaS &PaaS) and Microservices would be our target. And specific Oracle technology solution offerings would be appreciated.



Others key requirements are:




  • Wide background including architecture, implementation and delivery of large‐scale hardware and software systems in real-world situations

  • Detailed knowledge of architectural approaches including consolidation, cloud computing, virtualization, disaster recovery, information management, big data, Java applications, Oracle and non-Oracle applications

  • Has a strong Cloud IaaS/PaaS oriented mindset

  • Strong understanding of traditional monolithic and cloud-native application frameworks

  • A strong understanding and practical experience in planning and delivering cloud migration projects from traditional on-premise deployment models

  • Knowledge of wide-area and datacenter networking design, protocols, and implementation preferred

  • Wide knowledge of IT market and trends

  • Knowledge of full Oracle stack including Oracle Cloud Infrastructure Gen2

  • Knowledge of cloud competitors including AWS and/or Azure

  • Cloud Architecture Development/Cloud certification (Oracle, AWS, Azure, Google, etc.)

  • Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques.

  • Ability to persuade others through presentations, demonstrations, and written communication.

  • Results orientation, not satisfied until the job is done with the right quality;

  • Initiative, signaling areas for improvement and propose suggestions pro-actively;

  • Energetic, driven, and positive personality;

  • High degree of personal motivation, enthusiasm and commitment;

  • Passionate for technology.

  • Significant C-level presentation expertise

  • BA/BS degree or equivalent, advanced degree highly desirable.

  • Ability to travel as needed.


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).

Job: Pre Sales

Travel:

Location: FR-France

Other Locations:

Schedule:

Job Type: Regular Employee Hire

Organization: Oracle

Cloud Enterprise Architect - Sales Engineering

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