CSS – MEA Services Solutions Architect

Job Description
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

Responsibilities
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 customer's 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

Qualifications
Career Level - IC4

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