Oracle is undergoing a remarkable change to become a cloud-centric business.
Independent Software Vendors (ISVs) have become one of the primary growth groups in the IT industry. An ISV is any Organisation that have published Applications Powered by or Integrated with Oracle technology. The ISV Ecosystem is a key catalyst and accelerator for Oracle Cloud Infrastructure & platform growth.
Oracle is creating a NEW dedicated EMEA PRIME ISV Technology Sales Line of Business within the EMEA Alliances & Channels Organisation to target and grow the ISV Enterprise Market. The EMEA PRIME ISV Pre-Sales Consultant will be a pivotal Technical role supporting Oracle IaaS & PaaS ISV Solutions and Oracle SaaS Integration.
The EMEA PRIME Pre-Sales Consultant’s key function would require Oracle Cloud Infrastructure & Platform technical expertise employed as a subject matter resource with the task of working closely with the EMEA PRIME ISV Sales Teams to ensure that the Oracle products being offered can be tailored to meet the both the ISV Sell to and ISV Sell through Go-to-Market Business needs.
What You’ll Do
In partnership with the EMEA PRIME ISV Sales team, formulate and execute a sales strategy to exceed revenue objectives through the adoption of Oracle Cloud.
As a trusted customer advocate, you help ISVs understand best practices for advanced Oracle solutions and how to migrate existing workloads to the cloud.
Work with Enterprise ISV partners to help shape and execute a strategy to develop their next gen SaaS offerings on the Oracle Cloud.
Ensure success in building and migrating applications, software and services on the Oracle Cloud platform.
Educate Enterprise ISVs on the technical value proposition of Oracle and participate in deep architectural discussions to ensure solutions are designed for successful deployment in the cloud.
Act as a technical liaison between ISV, Customers, Service Engineering teams and Support.
Support ISV Sales Teams in closing Cloud deals with ISV and Customers.
Develop a deep expertise in the Oracle Cloud technology offerings as well as broad know-how around how applications and services are constructed using the Oracle Cloud.
Help lead and generate excitement and usage of Oracle Cloud services across various ISV partners segments.
Working closely with the sales team on proposals and pitches for business.
Supplement business development activity and acting as a technical expert.
Working closely and collaboratively with ISVs & Customers to devise effective solutions.
Ensuring that Oracle Cloud Solutions can deliver on the ISV and End User’s requirements.
Working closely with ISVs to understand and capture requirements.
Replying to ISVs following requests for information and proposal requests.
Providing ongoing support for ISVs post implementation.
Conduct training sessions to transfer knowledge to customers considering or already using Oracle.
What You’ll Bring
The candidate will have an appreciation of the Oracle Technical Cloud Platform value proposition in an ISV Global Market context. Combined with the ability, drive and passion for the Oracle ISV strategy to be successfully aligned to ISV growth objectives for joint Oracle & ISV sales, technology and implementation success.
A key requirement is a strong understanding of the business and software solution opportunity presented by Oracle Cloud technology for major multinational enterprises. The ability to connect Oracle technology with measureable ISV business & technical value is critical.
Essential is a proven track record of delivering successful cloud projects and solutions, incorporating both ISV cloud business models and technical cloud ISV concepts.
Previous experience working within a technical Pre-Sales position.
Must be a subject matter expert with extensive Oracle Cloud Platform experience.
Cloud certification (incl. AWS, Azure, Google Cloud, etc.) strongly preferred
Ability to walk up the Cloud stack (IaaS, PaaS, SaaS) model with modern terminology and relevance
Wide knowledge of IT and modern Development market and trends including Industry.
Ability to drive the platforming choices and decisions having been through the On-premise to Cloud journey
Experience migrating to or architecting micro services cloud solutions and/or containers or has built such green-field “cloud native” applications
Experience building SaaS applications and/or PaaS cloud services on any popular platform e.g. Amazon Web Services, Microsoft Azure.
Appreciation of the competing Cloud Platform technical differentiators
Experience migrating applications from on-premise to the cloud and/or experience architecting and developing a next generation SaaS offering.
Ability to map enterprise architectures through solution and technical architectures that deliver expected business benefits and prove to be resilient in the face of changing business requirements
Strong executive speaking and presentation skills - Formal presentations, white boarding, large and small group presentations.
Technical and customer-facing skills in order to be the technical interface between Oracle Cloud teams, ISV and end user customers.
Architecture or other appropriate certifications like TOGAF, CISSP, OpenCA, ITIL, Cobit, Prince preferred.
Able to create and deliver compelling technical presentations, product demos, sample solutions and workshops to drive adoption of Oracle Cloud.
Previous experience working for a competitor in a similar position would be a strong advantage.
Must be able to travel 50%
Create the future with us. Apply now.
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