甲骨文Technical Account Representative (TAM) 4
任职要求
Our customers will measure our contribution to their success based on the value they receive from our services. TAMs are responsible for the overall governance and technical service delivery. They help customers maximize the business value of their Oracle investments, achieving the desired business outcomes while minimizing risk. To do this, TAMs must become trusted advisors to the customer, ensure consistency and quality of deliverables, help customers deliver their IT strategy, overcome challenges and meet business goals, and use leading practices for successful Oracle technology and Cloud deployments and operations. The Services Portfolio includes Managed Services, On-Premise, Hybrid Cloud, Applications, Platforms and Databases (SaaS/PaaS/IaaS), and Security services that TAMs may manage in full or in part. • Develop and Manage the Oracle Customer Relationships by forming long term customer relationships with key customer contacts. Work is non-routine and complex, involving the application of advanced technical/business skills in area of specialization. Provides direction and mentoring to more junior team members. Understand customer’s industry drivers, organization structure and key stakeholders, key projects and goals, and critical success factors as well as technical infrastructure and roadmap. • Work collaboratively with sales, the delivery teams and customers to identify appropriate solutions. • Coordinate delivery of Oracle Services, operating as the primary delivery contact to the customer, aiding and facilitating customer communications and activities across other Oracle lines of business. • Responsible for delivering to the contracted terms, effective and efficient use of Oracle delivery resources, achieving the contract margin and revenue objectives. • Identify and submit delivery leads for new opportunities and contract renewals. • Act as a point of contact for any major incidents, responsible for managing communication and customer expectations through resolution. • Establish and maintain a delivery governance model with the customer at the management and executive levels. • Perform scope and risk management. • Contribute to initiatives for Oracle delivery organizational process improvement and tool development. • Conduct periodic Service Account Planning and Account Reviews. 7-10 years Enterprise implementation experience, IT Service management, Project management or Account Management experience and/or Advanced Educational degree. Project Management or Service Management certification is desirable - ITIL, PMP, Prince2 or University equivalent. Subject Matter expertise in industry or product(s). Ability to effectively communicate and engage with senior executives. Demonstrated expertise in large (multi-site or international) IT projects. Working Globally is desirable.
工作职责
• Develop and Manage the Oracle Customer Relationships by forming long term customer relationships with key customer contacts. Work is non-routine and complex, involving the application of advanced technical/business skills in area of specialization. Provides direction and mentoring to more junior team members. Understand customer’s industry drivers, organization structure and key stakeholders, key projects and goals, and critical success factors as well as technical infrastructure and roadmap. • Work collaboratively with sales, the delivery teams and customers to identify appropriate solutions. • Coordinate delivery of Oracle Services, operating as the primary delivery contact to the customer, aiding and facilitating customer communications and activities across other Oracle lines of business. • Responsible for delivering to the contracted terms, effective and efficient use of Oracle delivery resources, achieving the contract margin and revenue objectives. • Identify and submit delivery leads for new opportunities and contract renewals. • Act as a point of contact for any major incidents, responsible for managing communication and customer expectations through resolution. • Establish and maintain a delivery governance model with the customer at the management and executive levels. • Perform scope and risk management. • Contribute to initiatives for Oracle delivery organizational process improvement and tool development. • Conduct periodic Service Account Planning and Account Reviews. 7-10 years Enterprise implementation experience, IT Service management, Project management or Account Management experience and/or Advanced Educational degree. Project Management or Service Management certification is desirable - ITIL, PMP, Prince2 or University equivalent. Subject Matter expertise in industry or product(s). Ability to effectively communicate and engage with senior executives. Demonstrated expertise in large (multi-site or international) IT projects. Working Globally is desirable.
• Technical Delivery: • Proactively working with CSS customers to ensure their successful deployment of Oracle EBS/Fusion ERP • Requirements study/analysis, solution design, user training and system configuration / establishment of Oracle EBS/Fusion ERP finance/distribution modules deployment • Proved strong experience in enterprise finance digital transformation, finance share service center and integration of business and finance • Researching and responding to functional enquiries from customers • Supporting EBS/Fusion ERP SRs raised by customers • Service Management: • Coordinate the delivery of Oracle Services, serving as the primary delivery contact to the customer. • Align contracted services with customer goals and objectives, ensuring effective and efficient use of Oracle delivery resources. • Responsible for delivering to the contracted terms, achieving contract margin and revenue objectives. • Customer Relationship Management: • Develop and manage Oracle customer relationships with a designated large account or a small number of medium accounts throughout the contracted engagement. • Act as a trusted advisor to customers, ensuring consistency and quality of deliverables, helping them achieve their IT strategy and business goals. • Incident Management and Communication: • Act as a point of contact for any major incidents, managing communication and customer expectations through resolution. • Conduct periodic Service Account Planning and Account Reviews, performing scope and risk management. • Collaboration and Solution Identification: • Work collaboratively with Sales, delivery teams, and customers to identify appropriate solutions to meet customer requirements. • Establish and maintain a delivery governance model with the customer. • Identify and submit delivery leads for new opportunities and contract renewals.
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.
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. 8 years applicable experience including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle's competitors. Travel may be needed. Bachelor degree or equivalent.