• Application Deadline:
• Position: Services Solutions Architect (Presales)


• Job Type Full Time


• Qualification BA/BSc/HND


• Experience 3 years


• Location Lagos


• Job Field ICT / Computer 
  

SCOPE:

• Geographic area of responsibility: Main focus is Nigerian and Ghana, however the role may cover Kenya, Ethiopia and rest of Middle East and Africa (MEA) as necessary.


• Languages:  Fluent spoken and written English 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 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 enhanced support, operations and managed services requirements


• Works with the local ACS Sales and xLoB teams to:
  
  
  
  • Identify, build and win leading edge/new logo services opportunities across existing and new Oracle ACS 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 ACS 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 ACS service proposition are fully understood and addressed
  
  
  • Provide services subject matter expert input into contract and commercial documentation and negotiation
  
  
  • Assist ACS 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 ACS services solutions for specific customer opportunities and assist in the sale alongside the ACS sales representative


• 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 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 ACS 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 ACS sales


• Transfers knowledge to other participant roles on the deal, account teams, delivery and across the ACS Service Solution Architect community

Detailed Description and Job Requirements

• Provides direction and specialist knowledge in applying the technology/application to client business.


• Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.


• As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction.


• Acts as a technical resource and mentor for less experienced Sales Consultants.


• Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants.


• Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process.


• Advises internal and external clients on overall architect solutions.


• Leading contributor individually and as a team member, providing direction and mentoring to others.


• Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.


• 3 years vendor (sales and marketing) experience.


• 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features.


• Thorough knowledge of system and application design. In depth knowledge of competitors.


• Demonstrated project management skills.


• Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques.


• Ability to persuade others through presentations, demonstrations, and written communication.


• Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.