Fresh Roles at Oracle

What you’ll do

Build cloud sales opportunities across our portfolio, selling the value of Oracle solutions. Promote Oracle products to customers and to cloud sales partners

• Collaborate with our partners to drive sales across our wide tech portfolio
• Develop sales plans, competitive information, and regional success stories
• Meet with senior customer contacts to build lasting relationships
• Use your tech expertise to become a trusted advisor to our clients
• Close deals, shape proposals and go-to-market campaigns, and win new opportunities

What we’ll offer you

• A competitive salary with exciting benefits
• Flexible and remote working so you can do your best work
• Learning and development opportunities to advance your career
• An Employee Assistance Program to support your mental health
• Employee resource groups that champion our diverse communities
• Core benefits such as medical, life insurance, and access to retirement planning
• An inclusive culture that celebrates what makes you unique

Responsibilities

• Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory.
• Territory may be combination of geographic, product, industry and other customer / market dimensions.
• Sells to the territory directly or via partners.
• The territory that this rep covers does not have an Inside Sales Rep or Field Rep.
• Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities.
• Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs.
• Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application.
• Travels to customer sites to identify / develop sales opportunities.
• Participates in the development, presentation, and sales of a value proposition.
• Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.

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Job Description

CSS is a business unit within Oracle that establishes long-term service relationships with many of Oracle's largest customers.

CSS have a proven track record in successful delivery of IT services for mission critical environments in major organizations. In addition to a specialization in the area of cloud, they possess extensive, broad-based expertise in the area of mission critical production operations, support and managed services. They have proven experience in industry standard service management and project management best practices.

In addition to extensive broad based experience of IT services and technologies, each individual Service Solution Architect has deep expertise in specific services & technology areas, and acts as the subject-matter lead in those areas within the team.

All CSS Service Solution Architects have extremely strong customer facing presentation and interaction skills, are capable of engaging at senior management and C-level, articulating service and technology solutions in terms of business value and risk.

SCOPE:

• Location: Nairobi, Kenya or Johannesburg, South Africa
• Geographic area of responsibility: Kenya, Ethiopia, Nigeria and Ghana expanding to Middle East and Africa.
• Languages:  Fluent spoken and written English language capability required
• Customer facing
• Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
• Works with multiple customers across all sectors/countries in the CSS MEA region, in collaboration with Oracle CSS and Oracle cross-line-of-business (xLoB) teams
• Works on services related opportunities across the entire lifecycle of all Oracle cloud and on-premises products. CSS opportunities typically involve extensive Oracle xLoB collaboration, and require the CSS Service Solution Architect to work within xLoB teams covering Oracle product and services requirements across design, deployment, migration, operations/management and support
• Works with the local CSS Sales and xLoB teams to:
• Identify, build and win innovative/large scale services opportunities across existing and new Oracle CSS customers
• Build and articulate compelling CSS service solutions for each opportunity that address identified customer business needs
• Ensure the service requirements, risks and costs associated with each CSS service proposition are fully understood and addressed
• Provide subject matter authority input into contract and commercial documentation and negotiation
• Assist in closing opportunities in a timely fashion
• Assist CSS to achieve its growth targets and critical initiatives
• Work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances

RESPONSBILITIES:

• To identify, foster and define Oracle CSS services solutions for specific customer opportunities and assist in the sale alongside the local CSS team consisting of sales representative, CSS pre-sales and CSS delivery
• Work with the customer, CSS management and the xLoB account teams to:
• Understand the customer’s business and IT strategic requirements and identify large scale CSS opportunities to assist the customer achieve its strategic goals
• Gather and assess customer needs, both business and technical and translates these into CSS service solutions
• Build and lead virtual teams associated with these large scale opportunities
• Effectively communicate with customer to CxO level
• Build customer loyalty through achieving a trusted advisor relationship
• Work proactively to build and demonstrate an effective and extensive network across Oracle xLoBs – be seen, respected and in demand across Oracle as a high value asset and an SME in service solutions
• Collaborate effectively internally and externally to ensure effective service solution design and development
• Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
• Drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
• Effectively communicate and articulate the details of the service components in a proposed customer solution
• Demonstrate a strong understanding of the services competitive marketplace to anticipate and plan for competitive threats
• Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, product management
• Work with CSS delivery to ensure a smooth transition from sales to delivery
• Navigate Oracle internal tools and processes to effectively participate and enable CSS sales
• Produce appropriate and timely opportunity reporting/tracking information for CSS management
• Transfers knowledge to other participant roles on the deal, account teams, delivery and across the CSS Service Solution Architect community

EXPERIENCE:

This is a senior role. CSS Service Solution Architects at this level typically have 20+ years of experience in relevant IT services, across a wide range of technologies and customer sectors.

A typical experience profile for successful individuals in this role would include most if not all of the following:

• 15+ years of IT services, including substantial direct experience in services roles within multiple external IT services providers
• Broad understanding of typical enterprise applications and IT infrastructures including public and on-premises cloud, including but not limited to Oracle technologies
• Extensive experience of working in a services presales role within an IT services provider
• Extensive experience in IT services, service operations and service management, including managed services/outsourcing
• Large scale IT project and programme management, including major transformation, migration and solution deployment projects
• Commercial and contract management, including construction of TCO analyses and pricing for complex service offers
• Sales and complex deal negotiation
• Architecting, implementing and delivering complex service solutions for large scale, critically important IT environments
• Consulting and trusted-advisor roles to C-level within major customer organizations in relation to IT services
• Proven ability to construct and deliver compelling presentations and propositions to C-level and large audiences
• Driving large scale IT services bids

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Description

Oracle is looking for a DRCC Co-Prime Sales, a strong expert who will be accountable for driving revenue from wide infrastructural transformation contracts, spanning both cloud infrastructure and on-premise hardware.

The DRCC Co-Prime Sales will work in close collaboration with our sales, marketing, and technical teams to drive revenue growth and accelerate DRCC client engagement 

The DRCC Co-Prime Sales will be critical in identifying and developing new business opportunities, nurturing existing relationships, and signing new contracts and projects to drive overall revenue growth.

What You’ll Do

• Drive the implementation of Oracle’s DRCC cloud strategy and work with the local teams in ensuring strategic CxO engagement in the key vertical industries spanning Financial Services, Public Sector, Telecom, Life Sciences
• Promote the adoption of Oracle´s DRCC solutions through prime Oracle channels to the market.
• Develop and maintain strong relationships with customers to understand their needs and identify new opportunities.
• Work closely with the sales team to identify and pursue new business opportunities on targeted accounts or provide opportunity support for Prime Technology and Partner Sales teams within your territory.
• Conduct market research and analysis to identify new business opportunities and competitive threats.
• Collaborate with our technical team to develop and deliver customized solutions for customers. 
• Participate in sales presentations, product demonstrations, and customer meetings to showcase our DRCC Solutions.
• Provide timely and accurate sales forecasts and pipeline reports.
• Participate in industry events and conferences to build brand awareness and generate leads.
• Maintain up-to-date knowledge of industry trends, standard methodologies, and new technologies.
• Establish a referenceable customer base within your territory by leading the incubation of new DRCC solutions, including customer use and advocacy of strategic customers. 
• Encourage and support the adoption and consumption of our IT operation management as well as monitoring in the cloud.
• Be a champion for Oracle’s Cloud strategy, capable of articulating this to customers and partners 
• Be a champion for Oracle’s current and future cloud products and services 
• Build and maintain relationships with relevant Oracle LOBs to ensure resources are available when required

Responsibilities

Required Skills/Experience

What You’ll Bring

• Consistent track record of success in driving revenue growth and achieving sales targets.
• Strong understanding of Oracle´s DRCC strategy in various industries
• Experience in selling deep and wide infrastructural transformation spanning both cloud infrastructure and on-prem hardware selling with some appreciation of SaaS
• Track record in positioning and selling large and complex projects. Considerable commercial creativity in deal-forming. Familiarity with complex deal approvals
• Proven experience in driving digital transformation conversation with CxO level customers
• Experience in dealing with CIO, CTO, CxO of Tier 1 customers with demonstrated ability to build and maintain long-lasting business relationships
• Extensive knowledge and C-level IT contacts in a particular industry with an emphasis on Financial Services, Telco, Public Sector or Life Sciences. 
• Ability to work collaboratively with cross-functional teams and build strong relationships with customers.
• Strong problem-solving skills and ability to think creatively to develop innovative solutions.
• Ability to work in a fast-paced, dynamic environment and balance multiple priorities.
• Proven successful and highly attuned influencing skills.
• Proficient in English.
• Does this sound like you? If so, we hope to meet you!