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Oracle Partner Technical Director in Australia, Australia

Partner Technical Director Preferred Qualifications Job Summary The JAPAC Cloud Engineering business is a new regional organisation across Japan and Asia Pacific whose role is to accelerate consumption of Oracle Cloud Services by providing a world class customer experience on the Oracle Cloud(OCI). The Customer & Partner team’s mission is to foster collaboration with the partner and customer community to ensure they get the best value from their investments in OCI. We are looking for an exceptional candidate to join the team as a Partner Technical Director. This role will focus on helping to build a thriving OCI partner community within a particular geography by enabling the partner to leverage skills, assets and solutions within Oracle and bring them to market in their own products and services. We recognize partners have the breadth of customer relationships, industry knowledge and reach but often lack clarity on Oracle’s cloud strategy and solutions and how they are differentiated. This role aims to solve this problem through long term trusted partnerships. Key focus areas are: + Help partners develop joint services and solutions that leverage OCI technical capabilities and services like Oracle Lift Services in their own service portfolio + Support the partner on key opportunities involving OCI where technical issues are raised that need clarification/resolution + Improve partner productivity through sharing of best practice and tools for use on OCI + Position OCI key differentiators and market messages to the partner Skills and Profile Core Skills + Successful track record of working with partners in a technical account management/technical architecture role. + Experience working in or with multiple partner business models – implementation, services and ISV partners + Demonstrate a strong customer service ethic as evidenced by past examples of winning new customers through to recovering customers relationships + High level of commercial business acumen to effectively position Oracle solutions and why they offer superior TCO vs competition + Passionate about technology, conversant with the latest technical trends, technically credible in partner CIO/CTO engagements + Ability to co-ordinate and streamline multiple internal stakeholders in the delivery of GTM plans, technical enablement, support to partners. These include Alliances, Channels and ISV (ACI), Cloud Engineering and Field Sales + Excellent communication and presentation skills and highly comfortable speaking across all levels of management and technical audiences + Direct experience successfully working with partners in cloud environments. Desirable Skills + Successfully helped a partner either introduce a new product/service or enter a new market + Held a project management position where co-ordination between many stakeholders was required + Played a key role in complex, mission critical systems deployments and so have a deep understanding of enterprise requirements + Experience in delivering cloud-based solutions & services + Hands on expertise in designing/developing cloud solutions, not necessarily on OCI + Technical expertise in one or more Oracle solutions – either technology or applications Functional + 10-12 years of IT, of which at least 6 years should be working in or with a partner organization and at least two of which was working on cloud-based solutions and services + Excellent communication and presentation skills and highly comfortable speaking across all levels of management and technical audiences + Demonstrate effective People Management, Negotiation and Conflict resolution skills + Build strong relationships with HQ Engineering/Product Management teams to be a partner advocate with HQ Development on required enhancements or in support escalations + Understand and articulate the Oracle Go-To-Market strategy in JAPAC to partners. Roles and Responsibilities + Deliver successful Partner Engagements leading to increased consumption + Collaborate with the cloud architects in the partner to define the scope and deliverables of their solutions and support their GTM activities as part of a virtual team + Support partner in responding to RFP/RFI or other customer requests presenting directly to the customer on occasions where required. + Leverage reference architectures and associated assets within Cloud Engineering to help partners deliver consistent and better time to market. + Be the partner advocate internally to make sure that the whole of Oracle is providing the necessary support to their business. + Transfer skills to the partner to ensure they become more confident and self-reliant on their deployment of OCI solutions. + Thought Leadership and Evangelism + Keep a close eye on emerging technical trends and new OCI services that capitalize on them so you can position them to partners who may wish to be early adopters. + Have a deep understanding of the competitors equivalent cloud offerings and OCI competitive differentiators + Speak at industry events and seminars + Cross-collaboration and Stakeholder Engagement + Work closely and collaboratively and build dynamic teams to service partner requests. + Collaborate across the ecosystem of Consulting, Customer Support and Oracle partners to scale the engagement model + Identify and request assets (white papers, blogs, slack support, reference architectures, and software migration components) to help partners gain relevant experience in deploying their domain solutions on OCI. + Governance & Reporting + Comply with all requirements to report on new partner recruitment, consumption, partner opportunities as required. + Understand and use all relevant systems that support partner business. + Complete all relevant certifications and other mandatory enablement + This role reports to the Senior Director, Partner and Customer Satisfaction, JAPAC. This role is based in Australia. Detailed Description and Job Requirements Partners with customers, sales, engineering and product teams to design, demonstrate and deploy Oracle Cloud architectures that address customer business problems. Drives Oracle Cloud customer consumption by accelerating the adoption of Oracle cloud services including discovery, design and deployment. Responsible for engaging with strategic and more complex customers, builds leadership relationships at multiple levels within organizations in order to design and implement solutions. Works directly with customers to gather requirements, develop architectures and translates business needs into solutions. May implement solutions and ensure successful deployments through code development and scripting. Displays product/application understanding through highly customized presentation demonstrations to customers and at conferences and events. Supports customer from Proof of Concept (POC) through production deployment of services via resource configuration, planning, and customer education/training. Creates and distributes technical assets (white papers, solution code, blog posts, and video demonstrations). Provides leadership and expertise in the development of new solutions, products, and processes. Maintains expertise by staying current on emerging technologies. Acts as an acknowledged authority for customers and sales on technical cloud solutions and customer success. Viewed by peers as a leader and top contributor and by line management as a key business partner. Identifies gaps and enhancements to influence engineering roadmaps for customer driven features. Maintains expertise by staying current on emerging technologies. Minimum qualifications include: 12 years experience with computer applications and tools required. Ability to travel 50% international and domestic. Preferred but not required qualifications include: Bachelor of Science-level university degree in Computer Science, Math, Engineering from accredited university; and/or relevant 12 years technical experience. Advanced degree in relevant field of studies highly desirable. Expertise in and an in depth and thorough knowledge of penetrating accounts, meeting stakeholders within accounts, and interaction with C level; Competitive and industry knowledge in the field of computer applications and tools; System and application design; Implementation of advanced product features; Project management; Solving technical problems with customers in technical environments; Written and verbal communication and interpersonal skills; Needs analysis, positioning, and business justification. 12 years experience and expertise in the clear communication of technical information to others through presentations, demonstrations, written communication and consultative solutioning experience. Job: Pre Sales Location: AU-Australia Job Type: Regular Employee Hire Organization: Oracle