Azure Global Black Belt - Sales Specialist - Oracle

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Microsoft’s Commercial Solution Area (CSA) sets the sales strategy, leads technical sales, and operations as a hub for the Commercial Solution Areas that power the Microsoft Cloud. We work closely with other Microsoft teams and partners, especially Azure Engineering, Business Planning, Products Marketing, and other field sellers, to ensure those solutions meet our customers’ needs.

As an Azure Global Black Belt (GBB) Solution Sales Professional (SSP) on Migrate & Modernize motion, you are a senior leader with deep technical expertise within our enterprise sales organization, working with our most important customers. You will own securing the technical decision to help customers realize the digital transformation through cloud computing. You will proactively identify and remove sales/technical roadblocks to accelerate customer progress and solution adoption.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Location: Tokyo, Japan or Mumbai, India

・Oracle database domain expertise, including Exadata and Autonomous DB at a sales level

・Cloud expertise e.g. OCI, Azure, GCP or AWS

・Sales experience closing large customer deals

・Working and being successful at execution at all levels in large matrix organizations

・Professional

・5+ years enterprise technology sales/pre-sales or consulting selling to C-suite, executive business and technical decision makers. (Mandatory)

・Good experience and knowledge of Oracle database and cloud infrastructure (Mandatory)

・Strong knowledge/experience on large enterprise customers and partners in Asia market (ideally Japan and India markets)

・Experience working with large Global and regional SI Partners (plus point)

・Experience building and executing on business/sales plans and conducting Rhythm of Business (ROB) and execution management experience within large organizations (plus point)

・Experience working with Oracle database technologies and migrating these to cloud.

・Growth Mindset: Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development of potential.

・Problem Solver: Ability to solve customer and business/sales problems

・Leadership: Experience leading large sales engagements, especially those involving database and Infrastructure modernization and migration.

・Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams.

・Communication: Executive level speaking and presentation skills, and good written communication skills

・Exceptional demonstrated decision-making, conflict resolution, problem solving and negotiation skills.

・Japanese language (if based in Japan)

・Technical

・Cloud computing infrastructure basic: database, server, storage, virtualization, backup, disaster recovery, high availability, monitoring, security area (Mandatory)

・Experience with the following technologies:

・Oracle Database mandatory (other databases e.g. DB2, SQL, PostgreSQL a plus)

・Unix operating systems: AIX, Solaris, HP-UX

・Linux knowledge : Red Hat, SUSE

・Cloud computing and architectures

・Azure: Understanding of Azure Platform or what is equivalent (Azure Admin Associate or Architect certification)

・Core accountabilities include;

・Drive big wins around Oracle Database and associated application workload migrations in large customers

・Generate large Oracle DB @ Azure Marketplace Billed Services (MBS) deals with associated large application pull through Azure Consumption Revenue (ACR) from the workloads migrated from on-premises in Asia.

・Leading “Oracle DB @ Azure deals” is your primary responsibility and KPI, but you will also be required to act as a Trusted Advisor and also be able to lead with and recommend Oracle DB on IaaS with or without Tessell or migration from Oracle to PostgreSQL or SQL when that is the most suitable path forward for the customer. For Oracle DB @ Azure deals, you will be working very closely with Oracle and also activate the Microsoft Cloud Accelerate Factory. For IaaS deals, you will be working with either Tessell and/or SIs and the Azure Solution Engineers. For Oracle to PostgreSQL or SQL there are specialist partners (e.g. Quadrant Technologies and Newt Global) as well as the Microsoft DS Ninja team that our team can engage.

*** Note: Please visit Oracle on Azure | Microsoft Learn for more information on the Oracle on Azure offerings.

・Other accountabilities are:

Act as a Trusted Advisor: While leading Oracle DB @ Azure deals is your primary responsibility and KPI, you will also act as a Trusted Advisor. Recommend Oracle DB on IaaS with or without Tessell or migration from Oracle to PostgreSQL or SQL when it is the most suitable path forward for the customer. Collaborate closely with Oracle for Oracle DB @ Azure deals, with Tessell and/or Sis and Azure Solution Engineers for IaaS deals, and with specialist partners and the Microsoft DS Ninja team for Oracle to PostgreSQL or SQL migrations.

Engage in Business-Level and Technical Dialogue: Spend 50% of your time leading business-level and technical discussions with customers about their Oracle database workloads, including business transformation and the benefits of migrating these workloads to Azure. Assess and advise on the best migration path (Oracle DB @ Azure, IaaS, Tessell, PostgreSQL/SQL) and discuss migration strategies. This includes Teams calls, in-person meetings, executive roundtables, events, webinars, and workshops.

Support Sales Teams: Dedicate 30% of your time to acting as a senior sales/solution Subject Matter Expert (SME) to Microsoft account sales teams, Azure solution specialists, and cloud architects. Engage closely and proactively with Microsoft account teams and Azure solution specialist sales teams to identify large potential customer opportunities. Brief Microsoft Executives on complex sales opportunities, including competitive strategies and deal closing plans, and work with external partners to engage customers with joint value positioning.

Influence Go-to-Market Strategies: Allocate 20% of your time to influencing Oracle migration go-to-market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements, roadmap items, and sales blockers. Lead customer webinars, present at corporate events, and be the formal spokesperson for the offering in the region. Share, learn, and drive work that results in business impact for customers, partners, and Microsoft. Maintain and enhance your technical, sales, professional skills, and competitive readiness by attaining and maintaining required certifications.