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JOB TITLE :
- Discretionary Job Title= CSS EMEA North Service Solution Architects Director
- Oracle Job Title = XXXXX.Sales Consulting Senior Director.PRESALES.PRODAPPS – M5
BACKGROUND:
If you have a track record in building compelling, leading edge, mission critical support, operations and managed services solutions, have the capability to lead and inspire a team of Service Solution Architects, and want to help us drive continued services growth … we want to hear from you!
Oracle is the only provider of fully integrated technology solutions that span both infrastructure and applications. However, our customers need more than just the best technology solutions, they look to Oracle as their strategic partner to enable their sustained business success. Oracle Customer Success Services (CSS) is solely focussed on ensuring Oracle’s customers ongoing success with our technology. CSS is deeply integrated with Oracle’s product development teams to help our customers maximize the ongoing value of their investments in Oracle products.
Our CSS Service Solution Architects (SSAs) engage with our customers alongside our CSS sales organisation, focussing on mission critical support, learning, operations and managed services requirements. We provide the deep service solution expertise during sales engagements, typically for leading edge, large scale or complex service requirements for Oracle cloud, hybrid cloud and on-premise solutions. Each SSA is responsible for the service solution during the sales engagement, ensuring that it is right for the customer, right for Oracle and a compelling services proposition.
As leader of our EMEA North SSA team you will work closely with the General Manager for CSS EMEA North, the sales and delivery management teams, the other Oracle lines of business and, of course, most importantly our customers.
ROLE PROFILE:
You will be responsible for all aspects of leading and managing the CSS EMEA North team of around 10 SSAs, covering the Nordics, BeNeLux, Germany and Switzerland. You will report to the CSS EMEA VP of Service Solution Architecture.
Our SSAs are highly experienced, high performing individuals, typically with 15+ years of experience in mission critical IT services. Your goal will be to ensure that the EMEA North SSA team operates in an environment in which they can thrive, and CSS EMEA North can continue its strong track record of new business growth. This will require close collaboration with the CSS EMEA North sales and delivery management team, to ensure that the capabilities and priorities within the North SSA team are fully aligned with the overall CSS North growth strategy and sales priorities. This will also require regular interaction with our global delivery and product management teams, and across all Oracle lines of business.
Your passion and commitment to service excellence will drive the ongoing evolution of the team and ensure that the SSAs can operate within an environment in which they can thrive and maximise their potential.
The depth of your personal experience in mission critical IT services, credibility and excellence in communication skills will inspire our customers, the Oracle teams we interact with and your team, enabling our customers and Oracle to succeed and trust in the expertise that you and your SSA team provides.
You and your team will need to build compelling services propositions, convincing the customer of CSS credibility and capability to meet their requirements. The role requires interaction with customers to C-level across all sectors. You and your team will need to identify, analyse and solve complex, business critical service requirements. Our services engagements typically involve Oracle leading edge technology solutions, building service solution propositions that are an optimal combination of standard service portfolio components and custom bespoke elements to meet unique customer requirements.
- Management:
- Responsible for the recruitment, leadership, management, development, well-being and effectiveness of all CSS EMEA NORTH service solution architect resources
- Develop and execute short, medium, and long term plans to achieve strategic objectives. Collaborate with regional GM leadership and VP CSS EMEA SSA to ensure objectives are met
- Establish high value senior level relationships with CSS global teams including; Product Management, Sales Operations, Go To Market, Global Solution Centre, Global Delivery teams and also with key xLoB peers
- Work closely with sales management to manage ongoing team priorities and workloads
- Take ownership as the escalation point for any SSA issues in that region
- Support SSAs, and Sales in customer engagements, promoting our services capabilities, solutions, benefits and value propositions
- Where required, review customer-specific solutions to ensure they are optimal for the customer and for Oracle. Use your services expertise and experience to provide guidance in fine tuning service solutions, cost and risk models that balance the needs of the customer and Oracle
- Lead the communication and mitigation of deal-related issues and risks with senior internal stakeholders
- Ensure the smooth and efficient transfer of solutions to CSS delivery teams post-sale
- Collaborate with CSS global product management and delivery teams in service development and improvement initiatives
- Lead the activities of EMEA NORTH team and associated virtual teams to build compelling service solution propositions for customers.
- Work with regional Business Development resources to support Sales to effectively qualify opportunities to ensure best use of all in-region resources
- Subject Matter Expert Leadership:
- Recognised as trusted advisor on all aspects of SSA capability to CSS regional Sales, Delivery and other Oracle regional lines of business
- Work with multiple customers across all sectors, in collaboration with Oracle CSS, xLoB Sales teams and external partners to:
o Understand customer business and IT strategic requirements and identify opportunities to assist the customer achieve its strategic goals
o Support the identification, construction, articulation and successful sale of leading edge/large scale compelling services solutions that align to Oracle strategic goals
o Ensure the risks and costs associated with each CSS service proposition are fully understood and addressed
o Provide subject matter expert input into contract drafting and negotiation
o Build and lead virtual teams associated with these large-scale opportunities
o Communicate effectively with customers at all levels
o Build customer and xLoB confidence and commitment through achieving trusted advisor relationships
- Provide leadership and guidance on service solution design and ensure that service solution proposition are appropriately shaped to meet the business, commercial and contracting requirement of Oracle and the customer
REQUIRED SKILLS AND EXPERIENCE:
This is a leadership role. The successful candidate will possess a combination of management and Cloud/Solution Architect experience, typically have at least 15+ years in relevant IT services roles, across a wide range of technologies and customer sectors.
This role requires the individual to possess all of the pre-requisite experience and expertise that’s expected of a professional that has operated in a pre-sales context for over many years in large, complex organisations. In addition, has a proven capability to effectively recruit, retain, develop, motivate and manage a team of dynamic and highly experienced individuals.
A typical experience profile for this role would include most of the following:
- Management & Professional:
- Leadership
- Able to recruit, develop, nurture and manage talented individuals in rapidly changing environments
- Capable of balancing competing and changing team workload demands against priorities
- Team player with experience of succeeding in large scale global organisations
- Pre-sales management and complex deal experience
- Remote and virtual team management
- High levels of personal drive, tenacity and energy
- Track record of innovation and creativity
- Ability to influence thinking and gain acceptance of ideas in sensitive situations
- Extremely strong customer facing presentation and interaction skills, capable of communicating at the correct level depending on the audience, and confidence in articulating service solutions in terms of business value.
- Subject Matter Expert Leadership:
- Track record of consultative and trusted-advisor roles with major customer organisations in relation to IT services
- In-depth knowledge of CSS value proposition and services
- Significant experience in pre-sales service solutioning for large scale, mission critical IT environments
- Broad understanding of typical enterprise SaaS, PaaS, IaaS, applications, IT infrastructures, public and on-premises cloud, including but not limited to Oracle technologies
- A track record in developing successful propositions for enhanced support, learning, operations and managed services for mission critical environments in major organisations
- Extensive, broad-based expertise across large scale services engagements
- Proven experience in industry standard IT service management best practice and its application to managed services/outsourcing scenarios
- Experience in IT project and programme management, including major IT transformation, migration and solution deployment projects
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.
Job: Pre Sales
Location: NL-Netherlands
Other Locations: NO-Norway, SE-Sweden, DK-Denmark
Job Type: Regular Employee Hire
Organization: Oracle
