Senior/Principal Cloud Strategists

Company: Oracle
Location: Cincinnati, Ohio, United States
Type: Full-time
Posted: 19.DEC.2018


Lead a team that acts as the central resource and driving force for the design, process, manufacturing, test, quality and marketing of produ...


Lead a team that acts as the central resource and driving force for the design, process, manufacturing, test, quality and marketing of product(s) as they move from conception to distribution. Organize interdepartmental activities ensuring completion of the project/product on schedule and within budget.

As a member of the product development division, you will specify, design and implement major changes to existing software architecture. Define project needs. Build and execute unit tests and unit test plans. Review integration and regression plans created by QA. Communicate with QA and porting engineering to ensure consistency, testability and portability across products in general.

Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. BS or MS degree or equivalent experience relevant to functional area. 8 or more years of software engineering or related experience.

*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.*

As an Outbound PM, you will help craft and execute strategies to drive customer adoption and use of Oracle Cloud Infrastructure (OCI) services, including Compute, Identity & Access Management, Networking, Block Storage, Object Storage, VM/BM DB, Exadata, and many more.

Your technical acumen will drive discussions with IT leaders, datacenter managers and individual contributors and position you as the subject matter expert and thought leader for OCI. You will provide technical guidance to build solutions using best practices and proactively keep your customers OCI environments operationally healthy.

More importantly you must possess customer facing skills that give you the ability to represent OCI in the "C-Suite". Discussions with senior leadership will empower you to understand their business and operational needs and work closely with the Oracle Account Teams to help position OCI. This is not a sales role, but rather an opportunity to be the principal technical advisor and "voice of the customer" to organizations ranging from small start-ups to Fortune 500 enterprises.

Ultimately your mission is to grow OCI consumption and ensure customers are paying, using and happy with the OCI platform.

*What we offer...*



/Unlimited opportunity./

We're growing extremely fast which is both exciting and challenging at the same time. We give you the freedom, respect, and resources to do what you need to do, so your job doesn t have to feel like a job. If you like a little bit of a faster pace, you ll love it here. If you thrive at a faster pace our growth stands to advance your career by leaps and bounds. Grow the team, grow your skills, and enjoy working with an organization who is changing the enterprise IT landscape!

/Ability to Work Remotely./

While it would be great if you happen to live in the Seattle or Bay area, it s not an absolute requirement. We collaborate using Slack and Zoom and it works great. Our hours and 'location' are super flexible. Many of our outbound PMs work effectively in various parts of the world.

/Grow your Cloud Skills./

We have a steady stream of incredibly exciting and challenging migration and deployment work, most of it referred directly from our customers. Work alongside extremely talented solutions architects and learn the OCI platform inside and out. We work with retail companies, financial services companies, Software-as-a-Service (SaaS) companies, and more, solving some of the juiciest technical problems you ll ever encounter. You will never get bored here!

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*Overall Responsibilities*

Be the CEO, General Manager and Franchise owner for a specific geographic territory. You are responsible for driving the overall success of OCI in your territory and executing against the OCI Engagement Model

Be the voice of the customer develop a comprehensive understanding of their business/technical objectives

Be the technical point of contact and subject-matter-expert for all OCI service offerings

Work closely with OCI reference teams to identify, cultivate and onboard new customers into the OCI reference program

Document customer interactions and executive updates via internal CRM tool; report status to management on a weekly basis

Monitor weekly usage reports and identify consumption trends for your overall territory

Contribute to external publications such as the OCI Blog, Whitepapers and Reference architectures

Help to recruit, train and onboard new Outbound PMs

*Presales Activities (80% of your customers)*

Align with Sales Leadership to help educate and position OCI (Why OCI, Sales Plays, etc)

Align with individual Sales Teams (ECAs, Iaas Co Primes, CPRs and KADs) to identify opportunities you will help progress to closure

Align with the OCI Business Operations team to forecast future capacity demand

Own the customer Proof-of-Concepts from beginning to end including tenancy provisioning, customer onboarding, issue mitigation/escalation and final conversion to paid tenancy

Deliver OCI demos showcasing basic OCI functions such as provisioning users/groups, creating roles, VCNs, spinning up Compute instances and launching DB instances

Work with the competitive team to understand OCI technical and business differentiators; advocate these differentiators to customers, partners and field teams

*Postsales Activities (20% of your customers)*

Identify the top 20% accounts in your territory (by consumption) and create a usage plan around those accounts

Deliver OCI Technical Reference Architectures specific to the customers business need and use cases (e.g. EBS/PSFT/JDE lift-n-shift, On prem>OCI, OCIC>OCI, etc)

Ensure customer applications run successfully by working closely with the extended Oracle technical teams; SAs, CSMs, A-Team and Oracle Support and Field Teams (ECA, Iaas reps, CPR and KADs)

Align with Inbound PM and SA teams to understand new OCI features and roadmap items and proactively communicate these to the customer on a regular basis

Leverage existing whitepapers, blogs and technical documents to design solutions that address customer technical and business requirements

Partner with the OCI training team to expand OCI demos that utilize multiple OCI services (e.g. 3 Tier Photo App, Chatbot App, Blockchain on OCI, etc)

Identify and provide early access to OCI limited availability (LA) services as appropriate by working closely with OCI Inbound PMs, Solution Architects and Engineering teams

Advocate for new product feature requests collaborate with Inbound Product Teams to prioritize these into the OCI product release cycle (e.g. Customer Enablement "Pain Points" process)

Develop a risk mitigation plan to optimize the customers UCM and on prem license usage to ensure maximum ROI and OCI consumption

Identify, nominate and recruit customers to key OCI programs/events such as OOW, TAB, etc. For customers who cannot attend, deliver executive summaries

Provide customers peer comparisons and reference architectures for their industries and use cases

Identify customer WIN themes to explain Why OCI and use these to create another narrative for the next OCI opportunity within the account (e.g. land-and-expand)


10 years of IT infrastructure experience

10 years of experience working directly with the "C-Suite"

Broad experience with Iaas including Compute, Networking, Storage, Database, Security, DR/HA, etc.

Experience managing client relationships, offering strategic IT advice, and keeping customers happy

Dynamic presenter with the ability to break down technical concepts into everyday language

Ability to operate in a highly ambiguous and fast paced environment


MBA or advanced technical degree

Startup experience or background building organizations quickly staffing from zero to 50 FTE

AWS/Azure/GCP experience is a very nice bonus

**Job:** **Product Development*

**Organization:** **Oracle*

**Title:** *Senior/Principal Cloud Strategists*

**Location:** *United States*

**Requisition ID:** *18001I6Y*

**Other Locations:** *US-CA,California-Santa Clara, US-WA,Washington-Seattle, US-CA,California-Redwood City*

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