Oracle Cloud Solution Specialist Manager - Manager, Cloud Architect in Marlborough, Massachusetts
Overlay sales personnel providing specialist product expertise to the sales force.
Manages and directs a staff of solution specialists and/or managers in providing specific industry or product expertise to facilitate the closing of deals within sales territory. Establishes and communicates departmental objectives and implements plans to ensure attainment of business objectives. Works closely with sales management to ensure proper utilization of resources and provides justification for additional resource requests. Oversees the Interaction with sales team to architect the solution, and develop and execute solution strategies for market. Manages teams in the sales process for establishing market visibility and deal visibility. Develops forecasts. Participates in industry/product functions, seminars and round tables to remain up to date on industry or product knowledge. May deliver presentations/solutions to high level clients and industry conference attendees. May provide training to field sales on industry/solutions.
Leads a specialized area which may have diverse functional elements. Frequently interacts with supervisors and/or functional peer group managers. May interact with senior management.
Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.
*Cloud Solution Specialist Manager - Manager, Cloud Architect - Austin, TX / Burlington, MA *
Oracle is hiring a Manager, Cloud Architect (pre-sales) for our Cloud Engineering team.
As part of a team with US focus, this person will help Oracle’s largest and most strategic customers to develop and understand the business value of transitioning their applications and technology infrastructure to Oracle Cloud with IaaS, PaaS and SaaS Cloud Services.
If you have a passion for technology, dazzling your customers with great presentations and engaging sessions, then this represents the perfect opportunity to blend your skills with your functional and business acumen and management capabilities.
For the role of Manager, Cloud Architect (pre-sales), we are searching for a motivated and passionate individual, who can lead an expert Cloud Engineering team towards excellence. With your drive, and goal-getter attitude, you will play a key role in driving success.
The Manager, Cloud Architect (pre-sales) is responsible for leading a team of Cloud Engineer specialists who work closely together with the Sales organization, selling and driving Oracle Cloud Services and consumption.
There are two main aspects to the role:
Strategic and Tactical Sales Partnership:
Manage a partnership with your key clients and stakeholders to help develop technical execution and strategy with assigned customers
Develop opportunity and account strategies, engage the appropriate resources for investment on opportunities and accounts.
You will act as a sponsor or a lead for certain key deals and accounts. You will also run regular business reviews with sales management to ensure alignment on priorities and progress on key deals.
The position will require the individual to:
Identify key cloud specific strategies and opportunities
Assess customer's current and target capabilities (current and future state)
Develop business cases for customers achieving target capabilities
Enhance the various sales teams’ skills in positioning the value of Oracle’s cloud services, strategic assessments and general value proposition development
Assist the sales teams in account planning.
Deliver business case with Sales & Systems Engineering Leadership
Management / Team Leadership:
The Manager, Cloud Architect will create and sustain an environment where your team is inspired, informed, educated, enabled, empowered, and recognized and rewarded, ultimately ensuring you have a successful and, above all, happy team. Typical activities include: Team meetings, one on one calls, best practice sharing. Typical administrative activities like weekly time card review, overtime approval, expense report review and approval, and weekly time entry and data quality oversight.
Key Areas of Responsibility and Tasks
Sales Execution Tasks:
Collaborate with sales management and sales account executives to plan account strategies through participation in informal and formal account reviews
Demonstrate innovative approaches to sales cycles and pipeline development
Balance the required presales investment with the value of each opportunity, challenging when appropriate
Engage the appropriate presales team for qualified sales opportunities, including the identification of a presales lead
Enforce consistent presales processes, including CRM-based opportunity management, dry-runs and discovery sessions, to ensure superior demos, and presentations, resulting in flawless execution of the sales cycle
With select sales cycles, build strategic partnerships with key decision makers in customer organization
Monitor the impact of each presales team member throughout each sales cycle in order to fairly compensate each member once the deal closes
Maintain high-level knowledge of Oracle’s entire solution suite and key competitors
Balance the utilization level of the team, including investment in business development activities, necessary to build the pipeline for the aligned sales teams
Qualification of sales opportunities
Team Development Tasks:
Identify areas of development for each team member and work with each to define and execute a tailored learning plan. Foster an atmosphere of continuous learning and improvement
Monitor the development activities towards industry and solution learning goals
Provide feedback and coaching after dry-runs, demos and presentations in order to help them hone their skills
Provide formal oral and written feedback during annual performance management reviews
Drive and encourage your team members toward their group’s revenue target
Help develop the larger presales organization through leadership of a solution- or industry-focused community of practice which provides enablement and a voice of the field to solution engineering management
Be resourceful and creative. Consider how existing solutions might be combined to leverage new sales opportunities
Try innovative approaches and techniques
10 years of relevant IT solution support e.g. pre-sales, architecture, delivery or professional services experience
5 years of personnel management experience
5 years presales experience
Experience leading regional/industry/architecture teams, appropriate knowledge of methodologies and technology
Demonstrated experience working in a matrix / multi-level management structure
Proven experience building diverse teams, highly inclusive leadership style
Proficiency in Oracle solutions, competitors, technology, and business models preferred
Leadership, drive for results and “can do” attitude
Sales and sales processes
Building and motivating teams
Bachelor equivalent: minimum requirement
Master equivalent: optional
Preferred Geographical Locations – Austin TX or Burlington, MA
Title: *Cloud Solution Specialist Manager - Manager, Cloud Architect *
Requisition ID: 20000NN1
Other Locations: US-MA,Mass-Burlington, United States
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