Job Description

Overview:

1. The role of Programme Director for a major contract with a UAE go-to-market partner is to drive the various relevant Oracle teams to operationalize the contract and drive execution of the agreement to deliver the expected outcomes of both Oracle and the go-to-market partner.

2. This is a very significant contract both in scale and importance to UAE market and consequently we are seeking an individual with gravitas and the ability to command authority across the virtual and matrixed Oracle team and establish trust and respect with this treasured go-to-market partner in the UAE market.

3. The candidate will have: successfully managed large-scale go to market initiatives; managed large teams in a matrixed organization; a successful track record of senior client relationship management; and demonstrable achievement of business outcomes through disciplined and rigorous execution of activities by a multi-disciplinary and matrixed team

4.

Context:

The go-to-market partner is a leading communication and information technology service provider in the United Arab Emirates (UAE). The aim of the contract is to augment the partner’s multi-cloud strategy within the UAE and offer their customers a hyperscale cloud platform enriched with a comprehensive suite of Software-as-a-Service (SaaS) and Platform-as-a-Service (PaaS) solutions. These services aim to help their customers address complex

business challenges effectively. The partner and Oracle have agreed a mutually beneficial collaboration founded on Oracle's "Alloy" platform. This platform will offer a rich set of IaaS, PaaS, and SaaS cloud services—hosted in the partner’s selected data centers. In simple terms, "Alloy" is an Oracle Cloud realm comprising two regions (primary and disaster recovery), delivered to the market, and fronted by the partner. The proposed Alloy solution will empower the partner to deliver a distinct advantage to clients requiring enhanced data sovereignty and regulatory compliance. This is achieved through physically isolated platforms separate from the commercial and private sectors. Such an offering opens opportunities for the partner in connectivity-dependent sectors like healthcare (connecting insurance networks, hospitals, and telemedicine) and education (linking universities, research centers, and schools). In addition, the partner will be able to offer differentiated services by augmenting the Alloy catalogue with customer services tailored to market-specific

needs, such as Bring Your Own Hardware Encryption or SPARC as a Service.

Alloy equips the partner to become a regional cloud infrastructure provider, catering for clients in UAE who require strict adherence to data sovereignty and regulatory mandates. The partner maintains control over both the commercial aspects and customer experience associated with Alloy and possesses the flexibility to customize and extend

the platform to meet specific market needs.

In the Alloy approach, Oracle supplies all the requisite hardware and software, while also managing all patches,

fixes, and updates to ensure that the platform remains up to date with the latest capabilities. This support is

extended to the partner, who are responsible for providing the data center facilities. In addition, the partner oversees the End Customer experience, including brand management, billing operations for End Customer accounts, and first

line customer support, as well as customer onboarding. Once an End Customer establishes an account, they

are responsible for creating the tenancies needed to access OCI cloud services.

1.

Roles and Responsibilities:

1. The primary focus of the role is about execution of the go-to-market to achieve business outcomes from Oracle and the partner. We envision the role evolving over time. In the first instance, the role will focus on operationalizing the contract; mobilizing the cloud go to market and driving the teams to get the Alloy platform live.

2. Once established the role will be focused on driving the execution of the go-to-market at pace to meet expectations of Oracle and the partner.

3. Driving the execution of the go-to-market to meet expectations of Oracle and the Partner

• Capture and regularly reconfirm the expectations of Oracle and the Partner on the outcomes of the go-to-market

• Be the ultimate driver of the execution of the go-to-market sales teams (across the partner and Oracle) to identify, shape and capture opporutunities and meet those expectations

1. Operationalise the contract

2.

3. There are a number of contractual commitments made in the agreement. A Key part of the role is to operationalize the commitments. These include and are not limited to:

Topic

Role/Responsibility

Alloy agreement/Alloy OD/SaaS OD

Liaise with Oracle Cloud teams Iaas/PaaS and SaaS product management teams on changes to the Service Specifications and Alloy documents. There is an obligation to notify the client of any changes to the Alloy services

Mobilise IaaS/PaaS Sales/Pre-sales team

Confirm mapping of the 3 Cloud Engineers and 25 salespeople allocated to selling Alloy IaaS and PaaS

Mobilise the SaaS Sales/Pre-sales team

Confirm allocation and tracking of 400 hours of pre-sales effort. Confirm the mapping of the 7 salespeople selling SaaS on Alloy

Compensation

Confirming the Tech Cloud (Sales Performance Incentive Fund) SPIF arrangement

Communication/PR

Communicate to our sales team on how to position Alloy to the clients

Communication/PR

Announce Alloy to the user community (with Oracle Anti-Trust team approval)

Communication/PR

Announce Alloy to the partner community (with Oracle Anti-Trust team approval)

Resellers

Establish how the client can resell Alloy through reseller community

Governance

Establish steering committee (including the Oracle individuals named in the contract)

Compliance

Work with the Oracle Cloud Infrastructure (OCI) compliance team to assist with the Alloy certification in accordance with the Ordering Document (OD)

Alloy implementation

Work with the OCI and SaaS product management teams to implement the Alloy to achieve a successful go-live

SaaS implementation

Work with the SaaS sales team to confirm the BOM of the anchor client and drive the programme of work to get the anchor client live on Alloy

1.

2. Driving the governance

• Provide briefings to senior management at appropriate intervals to facilitate strategic decisions and improve win ratios.

• Oversee the development of documents for review/governance checkpoints, managing pursuit risks and issues.

• Run the joint Partner/Oracle Governance as defined the contract

1. Communication and Performance Management:

• Manage communications and track performance against process milestones.

1.

2.

Desired Skills and Experience:

• At least 10 years experience of successful delivery of large scale, international programme delivery – ideally on go to market initiatives.

• Successful track record of building truly trusted senior relationships and operating at senior levels in clients

• Exemplary stakeholder management including the Ability to work at all organizational levels, with a focus on influencing and challenging senior stakeholders.

• demonstrable track record of driving go-to-market initiatives

• Demonstrable track record in influencing change and managing matrixed and virtual teams

• Working understanding of cloud (IaaS/PaaS/SaaS)

• Proactive in nature

• Outstanding writing, messaging, and overall communication skills.

• Programme management skills, emphasizing the drive for action.

• Sales strategy development expertise.

1.

Career Level - IC4

Responsibilities

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions. Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory. Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities. Leads teams in the sales process for establishing market visibility and deal visibility. Presents/demonstrates solution to high level clients and industry conference attendees. May provide training to field sales on industry/solutions. Builds and maintains a network and up to date specific industry or product knowledge.

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