EMEA A&C Partner Cloud Engineer – FY22

Number of heads: 1

General Description of the Job

The Partner Cloud Engineer has the mission to accelerate cloud usage, working with the Partner Account Managers of the A&C Western Europe Tech Cloud Sales Team, by helping partners deliver fast and high-quality implementation and generate consumption – based on Oracle FY22 Sales Plays.

The role will oversee the execution of Oracle’s strategy and Sales Plays with channel focus on the Oracle Cloud. It involves working closely with the above PAMs and partners, to increase implementation capabilities and accelerate consumption of Oracle cloud services by customers.

The role is a high-touch role offering business and technical guidance, and Sales Plays pre-sales and implementation advice to support the growth of Oracle Cloud usage, among EMEA partners. It leverages all appropriate technical, enablement, communication and business development resources across the EMEA organization.

Responsibilities

• Map partners to Sales Plays, and work with partners to prioritize the use cases that drive faster usage
• Work with the Western Europe Tech Cloud Sales Team to attach the best implementation partners to deals
• Support partners with technical and business advice and direction on cloud Sales Plays and relevant Workloads and use cases – both in Pre-Sales phases as well as during cloud implementation projects
• Coordination and rollout of cloud implementation and consumption programs across Western Europe, aimed at maximizing partner capability and cloud usage (Top Guns being an example)
• Reference Selling: Support the build-up and dissemination of best practices on Oracle Cloud implementation and usage – internally and externally, leveraging the appropriate A&C communication and partner marketing teams
• Transformational Services: deliver workshops for priority partners, to define a specific Account Implementation Plan, on an identified customer, focused on service offerings, repeatable best practices, implementation readiness and usage acceleration -- and support the partner in executing it
• Communicate best implementation partners to Oracle Sales across Western Europe, positioning them as the go-to partners for high quality implementation and consumption acceleration
• Accelerate the build-up of partner consulting & implementation practices for Oracle Cloud services: Build an ecosystem of partners with service offerings in these areas
• Support Demand Generation on partner cloud services offerings: work with the Western Europe Tech Cloud Sales Team and the Partner Marketing Team to prioritize partners and demand generation support and initiatives
• Respond quickly and with insight to partner inquiries on cloud Sales Plays, roadmap, strategy, offering directions via meetings, email, web conferences, social media,videoconference and phone. 
• Actively participate in Oracle PABs, and cloud special interest groups, inside and outside Oracle

 

Skills / Experience

• Proven experience in technical support and business development with Oracle cloud
• Experience in the competitive cloud services offerings delivered by the top players in the cloud market
• 5+ years of experience on Oracle’s IaaS and PaaS portfolio
• Broad understanding of Oracle’s cloud portfolio with specialization in IaaS and PaaS
• Competitve product knowledge on application & data migration to Oracle is considered a plus
• Ability to drive sales, implementation and consumption acceleration programs is highly desirable
• Customer-facing experience in technical or business roles is considered a plus
• Technical hands-on experience with, and applied knowledge of, Oracle IaaS and PaaS products in a consulting, sales consulting, and partner/customer facing roles, are considered a plus
• Positive partner relationship, experience and orientation attitude
• Exceptional communication skills: presentation, written, verbal skills
• Project management attitude with experience in defining programs, engage resources and manage timelines/deadlines
• Ability to influence across organizations and get buy-in and collaboration from other functions as required
• Good self organization and ability to work independently on complex projects

Works with 

• A&C Western Europe Tech Cloud Sales Team, and their identified partners
• EMEA Cloud BDMs across EMEA (Andrew Sutherland org)
• A&C EMEA CCoE Team
• EMEA Partner Marketing Team
• Corporate Product Management teams 
• A&C LoB’s, SaaS, VAD, Field teams
• Alliances & Channels Partner Account Managers 
• Oracle EMEA Communications and Social Media teams

Reports to 

• Leader of Partner Cloud Engineering team, Western Europe, EMEA A&C

Locations

• Any location in Europe South, BeNeLux or Switzerland, but preference for France and BeNeLux

Apply: 

Please Apply online, feel free to send your resume to Vincent Rinner - vincent.rinner@oracle.com

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.

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. 8 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.

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 (if applicable).