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Technical Account Strategist

2 months ago

London, Greater London, United Kingdom Oracle Full time

Job Summary

This role is responsible for the adoption, usage, and expansion of Oracle core Technology Software products and solutions within customer organizations. The ideal candidate will have a strong understanding of Oracle Technology Software core products, including Oracle Database, Oracle Database Options, and Middleware.

Key Responsibilities

  • Drive alignment with the Oracle Sales Representative, working together as a team to create, define, and drive sales strategy.
  • Execute Technical Qualification to validate sales opportunities.
  • Orchestrate the technical teams and skills required to ensure Oracle technology is driving customer business outcomes and sustainable usage/growth.
  • Build and maintain ongoing technical engagement plans for and with customers.

Opportunity Analysis

  • Gather and assess customer needs, both business and technical.
  • Identify related needs (lead generation, opportunity expansion).
  • Identify the impact of the customer doing nothing.
  • Identify likely problem areas that require attention.
  • Identify probable competition, product training needs, and evaluate relative Oracle strengths.

Solution Planning and Design

  • Architect an appropriate technical solution to meet the customer's business requirements.
  • Investigate and optimize a solution's fit to the requirements of an opportunity, both current and future.
  • Establish the validity of a solution and its components.
  • Identify the growth path and scalability options of a solution and include these in design activities.
  • Generate an implementation plan with timelines for the solution.
  • Actively involved in the Oracle account team in defining and driving the growth strategy.
  • Understand customers' overall portfolio, IT, and business priorities and establish a solution that addresses customer needs.
  • Inform customers on Oracle core Technology products and how they will create value and competitive differentiation.
  • Presents Oracle's technology demonstrating deep familiarity with infrastructure, security, and integration capabilities.
  • Acts as the customer's Single Point of Contact (SPOC) for Technology Software Presales, including leading activities and assembling virtual software engineering teams to help position the value of Oracle's technology.

Skills and Profile

  • Broad technical experience of Oracle Technology Software core products.
  • Excellent communication and presentation skills with a high degree of comfort speaking across all levels of management (IT management, architects, administrators, and executives).
  • Presales and discovery experience with customers.
  • Broad technical experience of Oracle software solutions along with high levels of experience in implementing Oracle technology adoption, including a good understanding of software architecture.
  • Demonstrates leadership capability, including the ability to delegate activities and involve the right teams/skills sets.
  • Clearly able to articulate the Oracle technology offerings in the market and discuss architectures, including hybrid technology and cloud environments.
  • Translates customer needs into solutions enabling the customer to achieve their goals.
  • High-level commercial business understanding.
  • Intelligence to identify key trends and insights and leverage them in driving decision-making and execution within customers.
  • 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.