HPC  Business Development Specialist  - OCI

Summary

OCI offers an industry best ecosystem to deploy HPC applications to achieve superior performance.  The HPC business is a very strategic focus area for Oracle  and to drive market success of this offering, we are investing in building a team of highly talented technical business development professionals in Asia Pacific.

 

The Role

The role advertised is an individual contributor position focussed on building a strong community awareness and customer momentum of OCI HPC solutions across APAC.

We are hiring talented individuals having a passion for promoting HPC to the community and customers. The ideal candidate should be good at facilitating cloud strategy discussions, working with ISVs across various domains to build GTM motions, creating attention with blogs or other social media, and authoring whitepapers.

And should have strong solution selling and technical experience of HPC applications in any of the industry spaces like automotive, manufacturing, Healthcare, Earth sciences, AL/ML.

Requirements of the Role

• Proven business development expertise on selling the value (business & technical) of HPC solutions and Cloud Platform (preferable) with prior experience in presales or as an implementation specialist.
• Good  experience in building business with a broad range of HPC applications like Ansys Fluent, Mechanical Icepack, LS Dyna, Powertherm, Powerflow, Altair Nano FluidX, Abaqus, Star CCM, Converge, Gromacs, Autodesk, Maya, Moe, etc., and in one or more domain like Automotive, Manufacturing, life science, financial services, material sciences, earth sciences etc.)
• Experience in creating joint GTM solutions with ISVs/ Partners  ( Altair, Ansys, Dassault, Autodesk, MSc etc. )
• Good understanding of the competitive landscape (on-premises HCI solutions, hyperscale cloud vendor solutions to overcome customer objections on moving HPC workloads to OCI
• Highly respected HPC expert in the market with proven track record of using social media to promote HPC
• Experience in public speaking, authoring blogs promoting HPC.
• Strong ability to work with teams – Work Crosslines of business within Oracle to develop TCO analysis and OCI based solution blueprints to deploy/migrate customers’ HPC workloads to Oracle cloud supporting the strategic business needs of the customer.

 

Responsibilities of the Role

Business Development and Sales/Opportunity Support

• Help defining the overall GTM strategy for HPC in APAC 
• Apply in-depth HPC expertise to collaborate with customer key stakeholders
• Build and maintain an ecosystem of ISVs , partners and drive the GTM motion
• Demonstrate a combination of deep technical expertise and business development skills.
• Create technical articles or customer stories to articulate OCI HPC differentiators/ value proposition, and share them in blogs or other social media. Present on conferences, public speaking events , HPC community forums promoting OCI HPC
• Work with customers on the cloud economics business case to migrate /burst  to OCI for HPC workloads.
• Work extensively across APAC with the regional field teams and customers on OCI HPC value positioning, discovery & workload qualification, POC scoping, architecture planning, OCI Bill of Material preparation, customer objection handling etc. to maximize win rate.
• Work with the regional teams and HQ Product Management team to provide inputs for building repeatable assets such as Customer facing POVs, high impact use cases,  POC checklists, reference architectures etc.
• Work with local presales teams in pre & post sales stages like Solutioning, RFx responses, Solution Architecture approach and other required support.
• Scale the business by leveraging best practices & repeatable assets supporting the effectiveness of the GTM of High Performance Computing  in APAC.
• Build and track customer wins & references

 

Candidate Experience and Profile

• Bachelor’s Degree in Computer Science or related field with excellent computing knowledge
• Strong passion to articulate and evangelize OCI HPC value proposition in communities, with very strong communication skills 
• Strong business development expertise with a background working in presales, architecture or consulting role on HPC solutions
• Extensive experience in solution selling/ architecture and or deploying various HPC applications . Proven and demonstrable product knowledge of various HPC ISV solutions
• Desirable to have benchmarking and performance tunings skills of HPC applications
• Exposure to Oracle Cloud Platform and/or cloud offerings from other vendors such as AWS, Azure, IBM Softlayer or Google
• Strong internal and customer relationship building & presentation skills
• Self-motivated team player with ability to work as an independent contributor but also as a team player in a matrixed organization

 

Location

: Seoul, S.Korea,  

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience preferred. Subject matter expertise in industry/product space. Knowledge of key industry leaders and management. Knowledge of Oracle competition. Presentation and product demonstration experience. Previous consultative selling experience preferred. Excellent communication, negotiating, and closing skills with prospects and customers. Travel may be needed. BA/BS degree in related field.