Job Summary
* Lead and manage the Cloud Engineering regional teams of Cloud Architects and Cloud Engineers to ensure they work together effectively throughout the full Cloud adoption lifecycle from project concept to usage and expansion for the customer in the region.
* Drives alignment with the Cloud Sales Team and the Cloud Engineering COE Team, so that the overall virtual teams can effectively execute the Cloud strategy defined for the region’s customers.
* Ensure the virtual team works together to drive customer business outcomes with sustainable usage/growth while ensuring customer’s adoption health and driving value realization along the engagement lifecycle.
* Overall responsible for regional customer’s Adoption / Consumption Growth / Renewal / Expansion of their investment in Oracle Technology Cloud.
* Success is measured by:
o Consumption growth
+ QoQ consumption growth target at 20% across existing and net-new customers.
o Workload Portfolio Composition
+ Net-new workloads in our existing customers leading to QoQ growth in the customer baseline.
+ Target Composition of Forecasted Workloads from New and Existing/Logo meets the 20% target.
o Technical Qualification Completion
+ Green status for agreed % of Workloads in forecast & upside.
o Time to value improvement
+ Time to Value target = 99% of total subscriptions hitting the 10% consumption against ACR mark within 2 months of provisioned date.
o Consumption Forecast Accuracy
+ Actual consumption number reported at the end of the quarter is expected to be within agreed % of the forecast of the CE leader registered at Wk3 of the quarter.
Role and Responsibilities
* Customer Experience
o Accountable for the overall successful experience of customer(s) in the assigned region.
* CE Team formation & development (Recruit and Enable)
o Ensures that the Cloud Engineering team is adequately staffed based on the budget.
o Ensures the Cloud Engineering team fully understands their roles and how to collaborate with other Oracle stakeholders to engage the customer to deliver the results and outcomes expected.
o Ensures that a Learning and Enablement plan is in place and executed so that the Cloud Engineering Team is able to build up the required technical, customer management & process knowledge and competency to be effective in their roles.
o Ensure that the Cloud Engineering Team achieves the mandatory Technical Certification as agreed and defined by Oracle Leadership by the stipulated deadlines.
o Ensures that a balanced team of Cloud Architects, Cloud Specialist Engineers and Cloud Engineers are available to assist customers throughout the engagement lifecycle.
* Cross-LOB collaboration and engagement
o Ensures the Cloud Engineering Team builds effective collaboration with the necessary cross-LOB Oracle teams to ensure that the right resources can be pulled in to advance the customer forward in the Cloud lifecycle.
o Includes Cloud Sales, Cloud Engineering COE, Oracle Consulting, CSS, GTM-BD, Product Engineering & Management Teams, Customer Experience Team, Oracle Support etc.
* Governance & Compliance
o As part of Cloud Sales Framework, ensure the Cloud Engineering team performs the necessary Technical Qualification related tasks to move the customer forward in the Cloud adoption cycle, including Integrated Customer Success Planning & Reviews.
o Ensure these tasks are updated and tracked in the defined systems.
* Program alignment & execution
o Align and execute key programs in the assigned region.
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