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Job description / Role
Job Summary
- Customer aligned, this role is responsible for the full adoption lifecycle from project concept to usage and expansion within the customer.
- Maintains an awareness of the topology and workloads within the customer and is highly technically competent.
- Advises on new workloads - i.e. Move & Improve
- Drives alignment with the Cloud Sales Rep, working as a team within the customer to define/drive sales strategy
- Find and win new workloads in net new & existing customers
- Technical due diligence to achieve the "Technical Win"
- Orchestrates the technical teams/skills required to ensure our technology is driving customer business outcome and sustainable usage/growth
- Technical due diligence to achieve the "Technical Win"
- Builds and maintains the consumption plan for and with the customer
- Monitors and ensures Customer Adoption Health & Customer Experience (optimizing usage and impact on customer business KPIs)
Role and Responsibilities
- ACE will orchestrate all activity in the account and is always in the leading position.
- Actively involved in the Oracle account team in defining and driving the consumption growth strategy.
- Is accountable for the successful experience of customer(s) in their territory.
- Understands customers overall portfolio, IT and business priorities and establishes a solution that addresses customer needs.
- Is a Trusted Advisor to customers.
- Informs customers/prospects on Oracle emerging technologies and how they will create value and competitive differentiation
- Presents Oracle's technology demonstrating deep familiarity with infrastructure, security and integration capabilities.
- Is the internal point of contact for updates on customer consumption progress, renewal likelihood, etc.
- Acts as customer SPOC for cloud engineering related aspects
- Leads activities and assembles virtual cloud engineering teams to help position the value of Oracle's Cloud and to set and continually meet customer expectations.
- Brings together and leads Specialist Cloud Engineers to support solution building, preparation and presentation of customer driven demos and PoCs to diverse audiences, representing the capabilities of the Oracle Cloud Platform.
- Responsible for bringing in workload architects support to ensure design and positioning of holistic solutions to the satisfaction of customer stakeholders.
- Takes ownership for utilizing the right resources to manage and coordinate customer escalations and resolutions efforts xLOB, and with external stakeholders, to ensure a joined-up approach with the customer in terms of actions and communications
- Takes ownership for coordinating xlob resources to conduct Architecture and Technical Workshops, during Sales and Adoption cycles
- As the customer cloud lifecycle manager the role is also to understand/be aware of ongoing projects through Oracle partners/ACS/OCS.
Requirements
Skills and Profile
- Broad technical experience of Oracle Cloud solutions along with high levels of experience in implementing and accompanying customers in Oracle Cloud adoption including a good understanding of cloud architecture.
- Demonstrates leadership capability including the ability to delegate activities & involve the right teams/skills sets.
- Clearly able to articulate the Cloud offerings in the market and with the ability to discuss architectures
- Fluent in current Oracle Cloud Portfolio and experienced in designing simple through to complex and large-scale cloud projects
- Translates customer needs into solutions enabling the customer to achieve their goals
- Excellent communication and presentation skills for a group with high degree of comfort speaking across all levels of management (eg IT management, Architects, administrators and executives).
- Is Certified in OCI as the guidelines mandates
- Familiar with 3 rd party and Oracle Architecture frameworks (eg TOGAF, ECal)
- High level of commercial business understanding
- Intelligence to identify key trends and insights and leverage them in driving decision making and execution within customer
- Experience in engaging and influencing senior leaders.
- Ability to build relationships to grow business. Act as a partner to our customers, not just a vendor.
- Strong collaboration skills and drive for impact and influence
- Experience of owning customer loyalty, culture and change management
- Experience in conflict resolution and negotiation
- Experience in understanding complex customer ecosystems with the ability to translate customer needs into workable solutions
- Candidate must be based in Kuwait
About the Company
Oracle offers an integrated array of applications, databases, servers, storage, and cloud technologies to empower modern business. For most companies, flexibility is critical. Oracle provides a wide choice of software, systems, and cloud deployment models - including public, on-premises, and hybrid clouds - to ensure that technology flexes to the unique needs of a business.
Oracle Cloud is a complete, integrated stack of platform, infrastructure, and application services. With advanced scalability and security, Oracle Cloud enables technical agility across the enterprise, connects people to information for clearer insights, and fosters efficiency through simplified workflows.
More than 420,000 customers across 145 countries have harnessed Oracle technology to accelerate their digital transformation.