About Oracle Cloud SaaS Applications

Oracle’s Software as a Service (SaaS) business applications includes Customer Experience (Sales, Marketing, Social & Service) Cloud, HR Cloud, ERP Cloud, EPM Cloud, SCM Cloud, Oracle Internet of Things (IoT) Applications Cloud, Oracle AI/ML Analytics, and Blockchain Cloud offerings.

Oracle APAC Applications business is transforming to become the #1 SaaS provider in the region and offers one of the industry’s most comprehensive portfolios (breadth and depth) with a modern set of best-practice business applications that leverage Oracle’s Platform as a Service (PaaS) and Infrastructure as a Service (IaaS) to deliver business outcomes to our customers.

To achieve our business goal of being the #1 SaaS provider in the APAC region, the Applications (SaaS) Solution Engineering (SE) mission is as follows\:

• DELIVER TRANSFORMATIONAL BUSINESS\: Identify, Develop, & Win More Transformational Opportunities
• INSPIRE CUSTOMERS\: A New Benchmark (Best-Practice) Standard for Every Solution Engineering engagement
• MAXIMISE EFFICIENCY\: An Integrated Solution Engineering eco-system Delivering Highest Quality Services
• ENERGIZE OUR CULTURE\: A Positive, Continuous-Learning, High-Performance Culture

We are looking for a Solution Engineering Director who will lead a Human Capital Management (HCM) SE Team in India.  As an HCM SE Director, you will play a key role supporting the development of India HCM SEs in response to changing market needs, business processes, and the technology platform resulting from adoption of digital channels, cloud & mobile. You will also be responsible for defining best practices around customer engagement, lead Application Solutions Engineering engagements for key HCM opportunities across India, and in doing so, assist setting up the model for all India Application SE teams to follow. 

You will be responsible for ensuring the setup and well-being of the HCM community (e.g., HCM Pillar Sales, HCM SE & Partners) in the region, including delivering the latest solutions updates, SE asset repositories, large deal support (coach & mentor for field SE), and the lead SE executive role in the large (transformative) deals in India.

We need an agile, high-energy, and passionate individual who can build on past success in developing and implementing new formats (e.g., Design Thinking) of customer engagements (experience), lead with authority in board room conversations, coach & mentor Solution Engineering teams on the subject matter and changing market dynamics, and drive towards the successful outcome of exceeding India SaaS revenue and growth targets.

• Meet and exceed India HCM revenue targets while working hand-in-hand with India Apps Sales management – needs to be seen and the key business stakeholder for the India Application (SaaS) HCM Sales GM
• Ensure that the India HCM SE team is fully staffed and enabled, with ongoing talent management and development programs in
• Inspire the India SE team to drive outstanding success for our customers, partners and the sales teams
• Build the structures and culture to ensure Applications SE teams in India are leveraging their combined strengths to drive success for Oracle and our customers – drive cross-line-of-business engagement
• Provide leadership for the team to ensure that Key Performance Indicators (KPIs) are aligned to business needs, clearly defined and met
• Build and maintain strong links to Sales and Product Leadership (with APAC SE Competency Leads) to ensure clear communication and close alignment to market requirements
• Design/ leverage and implement programs that result in adequate pipeline to ensure over-achievement of India revenue targets
• Coach the sales teams on effective ways of dealing with competitive traps and competitive objection handling
• Design, validate, and present Oracle software solutions, including advanced product concepts, future direction, and 3rd party complimentary products
• Develop and manage reference sites through high quality technical, professional client relationships
• Job duties are varied and complex, needing independent judgment. May have project lead role

Required Skills & Experience

• >10 years’ experience in Senior Leadership in a solution consulting and applications sales environment with people management responsibilities
• Extensive work in the field of Applications (SaaS) and known authority on the subject
• A strong understanding of the Cloud SaaS marketplace in India and the opportunities for HCM solutions
• A passion for people development is essential, with a successful track record of hiring and developing managers and teams that are multicultural and diverse
• A strong understanding of the Oracle SaaS Cloud offerings portfolio
• Strong understanding of the subscription sales, expansions and consumption of cloud services for SaaS
• Knowledge around key industries and domains is an added advantage
• Ability to articulate business value and benefits of a variety of end-user applications and carry persona-based conversations – e.g., credibility at all levels including lines of business
• Excellent soft skills – presentations, communications, demo skills and relationship building
• Strong problem-solving skills and the ability to succeed in a fast-paced environment
• A primary degree in a Business or IT-related discipline

!|!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 sales cycle.

As part of the Oracle sales team you will direct and manage pre-sales resources throughout the sales cycle. Provides technical/functional leadership to the sales team in the development and implementation of customer applications and customer products. Participates in account planning and strategy development. May publishes technical information of specific applications and/or technical articles. Works with management to define new products. Serves as the company liaison on specific technical projects with customers.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations is important. Knowledge of software industry relating to all aspects of ebusiness solutions. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.!|!