Oracle CSS – MEA Services Solutions Architect (Presales Egypt)

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

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 customers 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

Career Level - IC4