Service Solution Architect

Job Description

• Works with multiple customers across all sectors/countries in the ACS MEA region, in collaboration with Oracle ACS 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. ACS opportunities typically involve extensive Oracle xLoB collaboration, and require the ACS Service Solution Architect to work within xLoB teams covering Oracle product and services requirements across design, deployment, migration, operations/management and support
• Works with the local ACS Sales and xLoB teams to:
• Identify, build and win leading edge/large scale services opportunities across existing and new Oracle ACS customers
• Build and articulate compelling ACS service solutions for each opportunity that address identified customer business needs
• Ensure the service requirements, risks and costs associated with each ACS service proposition are fully understood and addressed
• Provide subject matter expert input into contract and commercial documentation and negotiation
• Assist in closing opportunities in a timely fashion
• Assist ACS to achieve its growth targets and strategic initiatives
• Work with appropriate Oracle Partners, i.e. resellers, SIs, partners, and alliances
RESPONSBILITIES:
• To identify, foster and define Oracle ACS services solutions for specific customer opportunities and assist in the sale alongside the local ACS team consisting of sales representative, ACS pre-sales and ACS delivery
• Work with the customer, ACS management and the xLoB account teams to:
• Understand the customer’s business and IT strategic requirements and identify large scale ACS opportunities to assist the customer achieve its strategic goals
• Gather and assess customer needs, both business and technical and translates these into ACS service solutions
• Build and lead virtual teams associated with these large scale opportunities
• Effectively communicate with customer to CxO level
• 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
• Effectively communicate and articulate the details of the service components in a proposed customer solution
• Demonstrate a strong understanding of the services competitive marketplace to anticipate and plan for competitive threats
• Work with disparate groups including, but not limited to, sales, delivery, customers, risk management, business development, contracts, product management
• Work with ACS delivery to ensure a smooth transition from sales to delivery
• Navigate Oracle internal tools and processes to effectively participate and enable ACS sales
• Produce appropriate and timely opportunity reporting/tracking information for ACS management
• Transfers knowledge to other participant roles on the deal, account teams, delivery and across the ACS Service Solution Architect community
Experience:
This is a senior role. ACS Service Solution Architects at this level typically have 20 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:
• 15 years of IT services, including significant direct experience in services roles within multiple 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
• Extensive experience of working in a services presales role within an IT services provider
• Extensive experience in IT services, service operations and service management, including managed services/outsourcing
• Large scale IT project and programme management, including major transformation, migration and solution deployment projects
• Commercial and contract management, including construction of TCO analyses and pricing for complex service offers
• Sales and complex deal negotiation