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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 sell.

As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

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. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.

Oracle Enterprise Architect - Presales (Oracle CORE Technology) - South East (FL, ATL or NC region)- Principal Sales Consultant

The Enterprise Architect is the most senior customer-facing architecture role within Oracle and is critical to the relationship between the customer and Oracle. The Enterprise Architect acts as a bridge between the needs of the customer to the solutions and services that Oracle may bring to bear to deliver value to the customer. The Enterprise Architect provides leadership within Oracle across the various lines of business to ensure that Oracle’s value offerings to the customer are feasible, consistent, effective and

aligned to the customer need.

SUMMARY

• Translates Ideas into deliverable architectural approaches

• Applies widest variety of architecture experience

• Leads ECAL architecture engagements in large accounts

• Supplier-side CTO / Chief Architect

• Customer-wide Vision and Strategy

• Converts Ideas into Enterprise Roadmaps

• Create an actionable roadmap to prioritize change and develop realistic, realizable plans for execution

• Leads or influences customer’s Oracle architecture decisions

• Runs Architecture Boards

• Partner with our customers to understand strategies, challenges, and goals

• Fosters advocacy - continues contact with customer after the sale through adoption, deployment, and value review

ARCHITECTURE LEADERSHIP

• Is acknowledged as an architecture authority externally outside Oracle with reputable publications and / or leadership roles at multi-vendor standards-bodies, industry forums etc.

• Exudes strong executive presence, demonstrates a polished demeanor and superior communication skills to effectively manage architecture complexity; uses excellent facilitation, negotiation, influencing and consensus building skills to drive diverse teams towards Oracles goals.

The Enterprise Architect has the broadest knowledge of all IT architects, covering all layers of

the architecture, all functional domains and across many industries. The Enterprise Architect will typically not have deep skills in any specific area, but will work with deep domain and industry experts where necessary

• Exhibits exemplary corporate citizenship and is a role model for contributing to architecture and nonarchitecture Oracle communities.

• Demonstrates extensive knowledge and deep expertise in designing architectures for either an industry (Financial, Healthcare, Retail, Govt. etc.) or Domain (Cloud, Big Data and Information Management, Customer Experience Management etc.) by establishing and applying architecture patterns.

• Demonstrates comprehensive and top-level expertise and is an acknowledged authority in Enterprise Architecture

ACTIVITIES

• Trusted technical advisor providing customers with enterprise architecture recommendations aligned to their vision, strategy and goals.

• Produce current and future state architectural deliverables linked to customers’ business strategies to achieve desired outcomes

• Articulates value proposition of proposed architecture

• Create an actionable architectural roadmap for transformation.

• Ensure our relationship continues after the sale through adoption, deployment, and value review.

DELIVERABLES

• High Level Architecture Patterns

• Large Project Bill of Materials

• High Level Customer Architectures

• ECAL Architecture and Designs

• Business Capability to Application Architecture mapping

• Current & Future state architectures

• Enterprise roadmaps

• Benefits and Risk Mitigations

SERVICES

• Customer vision/strategy development sessions

• Customer architect board participation

• Technology architecture reviews

• Architecture Readiness Assessments

INNOVATION

• Quick win opportunities

• Applying customer and market context to a set of solutions

• Identify areas of competitive differentiation

ROLE DESCRIPTION

The Enterprise Architect is the most senior customer-facing architecture role within Oracle and is critical to the relationship between the customer and Oracle. The Enterprise Architect acts as a bridge between the needs of the customer to the solutions and services that Oracle may bring to bear to deliver value to the customer. The Enterprise Architect provides leadership within Oracle across the various lines of business to ensure that Oracle’s value offerings to the customer are feasible, consistent, effective and aligned to the customer need.

There are two classes of customer engagements that the Enterprise Architect typically supports. The first is an opportunity-driven large-scale solution. These may vary from a complex pure technology solution such as Enterprise DBaaS or an end-to-end ERP and SCM solution; the common thread being the complexity and cross-pillar, cross-LoB and cloud hybrid nature of the solution. In these complex solutions, the Enterprise Architect will work with other LoB architects to build a complete high-level architecture that covers the static architecture, the operational architecture and the migration architecture necessary to deliver success to Oracle and the customer. A good term for this type of work might be “Enterprise Solution Architecture”.

The second class of engagement is a longer, more permanent relationship at the account level. The Enterprise Architect will work closely with the customer at very senior level within the customer’s organization - typically, CIO, Chief Architect or CTO - to build a strong strategic architecture relationship with the customer. This is usually realized through regular and frequent meetings with the customer - for example within the construct of an architecture board. Whilst the focus will likely be on the customer’s use of Oracle products and services, the aspiration is to build sufficient trust with the customer such that Oracle’s products are considered at the earliest point of the customer’s decision making.

The Enterprise Architect is also a leadership position within Oracle and the architect’s key role here is to bring together the disparate threads of people, services and products into a cohesive offering. A large-scale Oracle solution will bring together Sales, Product Management, Consulting, Cloud Operations, Advanced Customer Services and perhaps a Global Business Unit - and it is the Enterprise Architect who sits at the center of these organizations, ensuring that, from a broad architecture perspective that the solution offers to the customer is fit for purpose.

As the senior role in the architecture community, the Enterprise Architect must also lead beyond a single opportunity. The Enterprise Architect will lead on architecture re-use through the capture of these large-scale architecture designs and their evangelizing within Oracle. This includes not only direct re-use in future architecture opportunities, but also the use of those solutions in business development, services proposition development, future product direction.

RESPONSIBILITIES

• Support account teams in large-scale opportunities

• Support “Inspire” activities in accounts to generate customer interest

• Work in collaboration with local account team and a broad range of other Oracle LoBs

• Exercise creativity, independent judgment and business acumen in selecting methods and techniques to design non-routine and very complex business solutions utilizing Oracle products and technology to meet customer needs.

• Interact with all roles at customer – including CIO, CTO, IT Architects, technical staff and business representatives.

• Conduct repeatable strategy, architecture, roadmap and planning workshops.

• Provide assessment of current state architecture and recommendation of future state architecture.

• Provide roadmap and migration methodology and identify quick wins.

• Define, develop and evolve architecture standards and principles.

• Provide non-routine and complex statements of work, work breakdown structure and/or level of effort and staff plans.

• Responsible for transitioning deal knowledge to implementation team.

• Leads the architecture and solution design aspects of engagement(s) ensuring high quality and integrated cross-domain business solutions.

• Identify and evangelize key business and technology benefits of adoption.

• Advise on organizational impact of solutions.

• Play an active role as part of the architecture community.

• Remain fully aware of relevant architectural programs and assets from Oracle worldwide.

• Remain aware of all relevant product developments and references – both at Oracle and at competitors.

EXPERTISE

• Strategic and outcome-based mind-set

• Enterprise Architecture Methods

• Broad cross-functional, cross-domain IT knowledge

• Modern application architectures

• Modern development approaches

• Modern IT architectures

• Facilitation and Problem Solving

• Industry Knowledge

• Modern technology architectures

QUALIFICATIONS

• University Degree in Computer Sciences or similar IT related fields

• Extensive background in Enterprise Architect and IT architecture including Digital Transformation related topics

• Proven technical expertise in Oracle core technologies (Database and WebLogic)in addition to PaaS and IaaS solutions.

• Holistic knowledge of cloud solutions and respective use-cases

• Significant C-level presentation and consultative selling experience

TECHNICAL SKILLS REQUIRED

• Wide background including architecture, implementation and delivery of largescale hardware and software systems in real-world situations.

• 10 years experience relevant to this position.

• Wide knowledge of IT market and trends.

• Knowledge of full Oracle stack (ideally).

• Specific knowledge of Oracle and competitor hardware solutions is an advantage.

• Specific knowledge of Oracle database and middleware technology is an advantage.

• Specific knowledge of Oracle applications is an advantage.

• Specific knowledge of Oracle industry solutions is an advantage.

• Knowledge of architecture frameworks like e.g. TOGAF, IAF, DYA and Oracle’s OADP/OEAF.

• Detailed knowledge of architectural approaches including consolidation, cloud computing, virtualization, disaster recovery, application rationalization, information management, big data, java applications, Oracle and non-Oracle applications.

• Ability to craft and articulate strategic solutions. In-depth knowledge of implementation methodologies and best practices.

• C-level presentation experience.

• Prior team leadership or management experience preferred.

• Ability to communicate effectively.

• Ability to build rapport with team members and clients.

• Strong influencing and negotiation skills

*Detailed Description and Job Requirements *

• 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 a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

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. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

Geography - South East USA

Preferred Geography - FL, ATL or NC region

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

At Oracle, we do not just value differences—we celebrate them. We are committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion.https://www.oracle.com/corporate/careers/culture/diversity.html

Job: *Pre Sales

Organization: *Oracle

Title: Oracle Enterprise Architect - Presales (Oracle CORE Technology) - South East (FL, ATL or NC region)- Principal Sales Consultant

Location: United States

Requisition ID: 200015KC

Other Locations: US-New Jersey