Job Vacancies at ORACLE

Reference No.: 200006H8
Location: Lagos
Travel: Lagos & Potentially Surrounding Countries
Area of Responsibility: Pre-Sales
Reports To: MEA General Manager / Global Solution Center Regional Manager

Job Description

• Pre-Sales Solution Managers play a key role in the attainment of new customers by leading the development of complex solutions that are both operationally and commercially sound.  They work closely with customers and Oracle sales and delivery teams.
• They will drive solutions utilizing a matrixed team of Subject Matter Experts on Applications, Technology, Security, Functional Services and other Solution teams.
• They have detailed knowledge of OMCS / OACS services, Oracle products and services from other lines of business, third party products and services, contracts and cost modeling.
• Pre-Sales Solution Managers convince customers of the benefits of the solution and its effectiveness in meeting their requirements.
• The role requires interaction with senior customer contacts - CIO, CFO, Operations Managers, Consulting and Legal Firms - and internally with Oracle management at all levels.
• 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.

Responsibilities

• Customer facing, liaising directly with customers to determine the customer’s requirements
• Builds customer loyalty through achieving a trusted advisor relationship
• Work closely with the Sales Representative and the customer to create customer-specific solutions that address the needs of the customer
• Use strategic and tactical thought to create cost and risk models that balance the needs of the customer and Oracle
• Applies consultative selling techniques to advance opportunities
• Work with other Lines of Business (LOBs) on individual opportunities and general cross-line-of-business initiatives
• Where appropriate work with Oracle Partners, i.e. resellers, SI's, ISV's, technology partners and alliances
• Manage approval of the complete operational solution through Oracle’s approval process
• Manage multiple approval cycles with speed and effectiveness to achieve deal timelines
• Prioritize, communicate and mitigate issues and risks with internal stakeholders
• Present the solution and value proposition to the customer
• Provide smooth and efficient transfer from pre-sales to delivery teams

Qualifications

• 10+ years relevant experience
• Mandatory – Oracle technology experience is a must and not negotiable
• Leadership
• Team player
• Strong sales and negotiation skills
• Strong ability to build relationships
• Personal drive, tenacity and energy
• Results oriented
• Excellent communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations -  comfortable presenting to both small and large audiences
• Demonstrates professional & technical depth and credibility
• Highly organised, self-motivated and able to work with minimal supervision
• Ability to deal with and manage highly complex situations and environments
• Outstanding written and oral communication skills - English language is essential, multiple languages desirable
• Innovative and creative with resourcefulness in solving complex problems
• A general understanding of Oracle Applications and implementation methodologies
• In-depth knowledge of OACS / OMCS value proposition and services (Preferred)
• 2-3 years pre-sales solution-oriented experience or Oracle Applications Technical Project Management experience.
• 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 Bachelor's degree or equivalent, advanced degree highly desirable.

Domain expertise:

• Oracle application, middleware and database product – essential
• Oracle systems products, including but not limited to Engineered Systems – desirable
• Oracle services – highly desirable
• Technical expertise in one or more Oracle MCS/ACS domains -  – highly desirable
• IT Service Management – highly desirable
• IT Project Management – highly desirable
• IT Enterprise Architecture – highly desirable
• IT Service pricing and contracting (as an external service provider)
• Ability to translate customer needs into Oracle MCS/ACS solutions.

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Reference No.: 200006H9
Location: Lagos
Job: Support
Job Type: Regular Employee Hire

Detailed Description

• This position will be responsible for providing customers with the guidance and support needed throughout the full life cycle of implementation to ensure successful and most effective use of Oracle’s products.
• In addition, this position will be a leader in ensuring overall customer satisfaction with Oracle’s products and related implementation services.
• This position will provide customers with regular assessments on the domains of strategy, process, governance, people and technology accompanied by recommendations for improvement in each area.
• The ATAM will act as the primary liaison between Oracle, the customer, and the system integrator with respect to the implementation.
• He/she will serve as Oracle's support/services lead to the customer and provide business process, application functionality, technology, and implementation expertise by delivering a combination of business specifications analysis, technical consulting and project management skills.
• The TAM is responsible for escalating issues across multiple business units within Oracle (e.g. Technical Support, Expert Services, Sales, Consulting, Product Development, etc.) and marshalling resources as necessary to resolve problems.
• Leading contributor individually and as a team member, providing direction and mentoring to others.
• The Technical Account Manager (TAM) establishes and maintains professional relationships with customer executives to ensure the highest level of customer satisfaction.
• The TAM aligns contracted services with customer goals and objectives, and provides advice and guidance to executives for maximum ROI and customer success.
• Coordinates delivery of all Advanced Customer Services and liaises with other Oracle LOBs to meet customer goals and objectives, and ensure contract renewal and customer references.

Overall Responsibilities
Service Delivery & Account Management:

• The TAM will be managing projects and service delivery for Advanced Customer Services (ACS) for customers operating both on premise and on various cloud deployments. Build and maintain C-Level relationships with customers' stakeholders, participate in Business Development, and act as trusted advisor for Oracle customers.
• Works proactively with the customer to understand key customer projects and goals and aligns Oracle ACS Services to assist; manages all ACS aspects of the relationship between Oracle and the customer.

Project P&L Management – Margin Management:

• Manages flow and execution of work related to procured services. Optimizes margin through effective resource management
• Customer Advocacy and advice on how customer works best with Oracle - Serves as the customer advocate within Oracle - across all lines of business - clearly articulating the customers’ position to the appropriate Oracle management while maintaining the integrity of an Oracle employee and the interest of the company. Includes reactive and escalation management.
• Account Planning and Reviews - Conducts regular Status meetings and Account Review meetings with the customer.
• Business Development, including identifying new service opportunities and works with sales on closing - Recognizes and solicits business opportunities within customer accounts and develops to the point where the sales organization can engage in deal pursuit.
• Internal & External reporting, including communicating value of service and KPIs to customers. - Conducts regular internal Account Review meetings with Oracle Support management; Manages Account Documentation including Joint Contact & Escalation Guide, Service Delivery Plan, Account Review Documents, KBR/KPI data, and Scorecard data.
•  The candidate will be responsible for managing complex Oracle projects, and interact with C-Level stakeholders.

Job Requirements

• The candidate would ideally have 5-10 years’ experience with Project Management, Account Management and IT Service Management.
• Must have Cloud experience
• Oracle experience advantageous
• Experience from Implementation projects and Support Services is relevant.
• Project Management or Service Management certification is desirable - ITIL, PMP, Prince2 or University equivalent.
• Subject Matter expertise in industries such as Telco, Finance, Public Sector and Utilities can be useful.
• The TAM should be capable of effectively communicating and engaging with senior executives.
• Demonstrated expertise in large (multi-site or international) IT projects will be positive.  Understanding of Oracle and their products is advantageous.
• The job may require international travel, and experience with working globally is desirable.
• The ideal candidate displays authority, confidence, and a significant understanding of customers' business strategies and industry trends.
• Develops strong executive relationships.
• Superior interpersonal skills is necessary, as the job entails extensive customer face-to-face interaction at middle or executive levels.
• Previous experience with managed services contracts is highly desirable.
• Technical background with proven record of accomplishment of engaging in complex IT projects, especially application and database management projects.
• Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.
• Demonstrated success at Oracle for at least 3 years and as a Technical Account Manager for at least 2 years, including involvement in at least 5 successful customer deployments.
• Recommended 7-10 years of professional Information Systems implementation experience. Demonstrated experience in package systems implementation (CRM, ERP, Consulting experiences).
• Understanding of various technical architectures and operating systems including web-based applications, networks, RDBMS (Oracle, DB2, MS SQL Server), etc.
• Project Management (PMP) certification or extensive Project Management experience across global and diverse organizations. Industry experience is desired.