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Job Description
Roles & Responsibilities
RESPONSBILITIES:
- To identify, foster and define Oracle CSS services solutions for specific customer opportunities and assist in the sale alongside the CSS sales representative
- Work with the customer, CSS management and the xLoB account teams to:
- Understand the customer s business and IT strategic requirements and identify large scale CSS opportunities to assist the customer achieve its strategic goals
- Gather and assess customer needs, both business and technical and translates these into CSS service solutions
- Build and lead virtual teams associated with these large scale opportunities
- Effectively communicate with customers to be able to articulate both the high level principles and detail of all service components in a proposed customer solution
- Build customer loyalty through achieving a trusted advisor relationship
- Work proactively to build and leverage an effective and extensive network across Oracle xLoBs be seen, respected and in demand across Oracle as a high value asset and an SME in service solutions
- Collaborate effectively internally and externally to ensure effective service solution design and development
- Drive compelling proposals, presentations, and other customer and internal communications and discussions during opportunities
- Drive service solution costing & pricing associated with specific opportunities and ensure that service solutions proposed are appropriately shaped to meet the commercial and contracting requirement of Oracle
- Demonstrate a strong understanding of the IT services competitive marketplace
- Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, commercial, product management
- Work with CSS delivery throughout the sales cycle to ensure a smooth transition from sales to delivery
- Navigate Oracle internal tools and processes to effectively participate and enable CSS sales
- Transfers knowledge to other participant roles on the deal, account teams, delivery and across the CSS Service Solution Architect community
EXPERIENCE:
CSS SSAs has 10+ years of experience in relevant IT services, across a wide range of technologies and customer sectors.
A typical experience profile for successful individuals in this role would include most if not all of the following:
- 10+ years of IT services, including significant direct experience of services roles within external IT services providers
- Broad understanding of typical enterprise applications and IT infrastructures including public and on-premises cloud, including but not limited to Oracle technologies
- Experience of working in a services presales role within an IT services provider
- General experience in IT services, service operations and service management, including managed services/outsourcing
- IT project and programme management experience, including transformation, migration and solution deployment projects
- Commercial and contract management, including construction and negotiation of pricing and custom contracting for complex service offers
- Sales and complex deal negotiation
- Architecting, implementing and delivering complex service solutions for a range of mission critical IT environments
- Consulting and trusted-advisor roles within major customer organisations in relation to IT services
- Proven ability to construct and deliver compelling presentations and propositions audiences
- Driving multiple IT services bids in parallel
Desired Candidate Profile
SCOPE:
- Location: City Stars Office, Cairo
- Geographic area of responsibility: Middle East and Africa
- Reports to: MEA Pre-Sales Director
- Languages: Fluent spoken and written English and Arabic language capability required
- Customer facing
- Has no direct reports, but often leads and/or guides the activities of virtual teams to build service solution propositions for customers
- Works with multiple customers across all sectors/countries in the CSS MEA region, in collaboration with Oracle CSS and Oracle cross-line-of-business (xLoB) teams
- Works on services related opportunities across the entire lifecycle of all Oracle cloud and on-premises products. CSS opportunities typically involve extensive Oracle xLoB collaboration, and require the CSS Service Solution Architect to work within xLoB teams, covering enhanced support, operations and managed services requirements
- Works with the local CSS Sales and xLoB teams to:
- Identify, build and win leading edge/new logo services opportunities across existing and new Oracle CSS customers
- Use their IT services expertise to work with customers to identify a complete picture of services requirements, and use their IT services experience to validate that all appropriate options have been considered
- Build and articulate compelling CSS service solutions for each opportunity, addressing identified customer business needs
- Work with our service delivery teams and SMEs to ensure the service requirements, risks and costs associated with each CSS service proposition are fully understood and addressed
- Provide services subject matter expert input into contract and commercial documentation and negotiation
- Assist CSS to continue to achieve its growth targets and strategic initiatives
- Work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances
Company Industry
- IT - Software Services
Department / Functional Area
- IT Software
Keywords
- Oracle CSS MEA Services Solutions Architect
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https://eeho.fa.us2.oraclecloud.com/hcmUI/CandidateExperience/en/sites/CX/job/315093