ACS Cloud ServiceSolution Architect Principal SalesConsultant - IC4 Background :
Advanced Customer Services (ACS) is a business unit within Oracle’sCustomer Service organisation that establishes long-term service relationshipswith Oracle's largest customers. ACS ServiceSolution Architects are focused on supporting ACS’s continued growth in leadingedge, large scale and complex services for Oracle Cloud and on-premisesengagements, primarily cloud related. Role Profile :
ACS Cloud Service Solution Architects have a proven track record insuccessful delivery of IT services for mission critical environments in majororganisations. In addition to aspecialisation in the area of Cloud, they possess extensive, broad-basedexpertise across large scale project-based IT design- deploy-migrate-managetype services engagements and also expertise in the area of mission criticalproduction operations and support. Theyhave proven experience in industry standard project management and servicemanagement best practices.
Each individual Cloud Service Solution Architect has deep expertise inspecific services & technology areas, and acts as the subject-matter leadin those areas within the team. This rolerequires an individual with a proven services presales track record of successin architecting and winning complex, ground-breaking services basedengagements.
All ACS Cloud Service Solution Architects have extremely strong customerfacing presentation and interaction skills, are capable of engaging at seniormanagement and C-level, articulating service and technology solutions in termsof business value and risk. SCOPE: Location: Johannesburg, South Africa Customer facing Has no direct reports, but often leads and/or guides the activities ofvirtual teams to build service solution propositions for customers Works with multiple customers across all sectors/countries in the ACSregion, in collaboration with Oracle ACS and cross line of business (xLoB)Sales teams Works on services related opportunities across the entire lifecycle ofall Oracle Cloud and on-premises products, covering Oracle servicesrequirements across design, deployment, migration, operations/management andsupport Works with ACS Sales and xLoB teams to: Identify, build and win cloud related leading edge/large scale services opportunities Build and articulate compelling ACS service solutions that addressidentified customer business needs Ensure the risks and costs associated with each ACS service propositionare fully understood and addressed Provide subject matter expert input into contract drafting andnegotiation Assist ACS in achievement of its growth targets Works xLoB in individual opportunities and specific initiatives RESPONSBILITIES: To identify, foster and define Oracle ACS services solutions forspecific customer opportunities and assist in the sale alongside the salesrepresentative and broader ACS team Work with the customer, ACS management and the xLoB account sales teamsto: Understand the customer’s business and IT strategic requirements andidentify ACS opportunities to assist the customer achieve its strategic goals Assess customer business and technical needs, and define ACS servicerequirements Build and lead virtual teams associated with these large scaleopportunities Effectively communicate with customer to CxO level Build customer confidence and commitment through achieving a trustedadvisor relationship Work proactively to build relationships with other Oracle lines ofbusiness and collaborate (internally and externally) to ensure effectiveservice solution development and design Drive compelling proposals, presentations, and other customer andinternal communications and discussions during opportunities Effectively articulate the details of the service components in aproposed customer solution Co-ordinate and drive service solution costing & pricing associatedwith specific opportunities and ensure that service solutions proposed areappropriately shaped to meet the commercial and contracting requirement ofOracle and the customer Apply consultative selling techniques Use strong understanding of the services competitive marketplace toanticipate and plan for competitive threats Transfer knowledge to other groups such as; account teams, delivery andacross ACS presales Produce appropriate and timely opportunity status reporting information REQUIRED SKILLS AND EXPERIENCE:
This is a senior role. ACS ServiceSolution Architects typically have at least 15+ years of experience in relevantIT services, across a wide range of technologies and customer sectors.
A typical experience profile for this role would include most of thefollowing: A track record in developing successful propositions for the provisionof transformational and operational services for mission critical environmentsin major organisations. Extensive, broad-based expertise across large scale project-based ITdesign/deploy/migrate type services engagements and also in the area of missioncritical production operations and support. They have proven experiencein industry standard project delivery and service management bestpractice. Significant direct experience in services roles with external ITservices providers Broad understanding of typical enterprise applications, ITinfrastructures, public and on-premises cloud, including but not limited toOracle technologies Significant customer facing presentation and interaction experience inconsulting and trusted advisor roles with C-level executives in relation to ITservices articulating service and technology solutions in terms of business valueand risk. Extensive industry knowledge and expertise in cloud adoption and cloudservices Experience in IT project and programme management, including major IT transformation,migration and solution deployment projects IT service management, including managed services/outsourcing Construction of TCO analyses and pricing for complex service offers Sales and complex deal negotiation Architecting, implementing and delivering complex service solutions forlarge scale, mission critical IT environments Consulting and trusted-advisor roles to C-level within major customerorganisations in relation to IT services Proven ability to construct and deliver compelling presentations andpropositions to C-level and large audiences
Detailed Description and Job Requirements
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