甲骨文Cloud Key Account Manager
任职要求
We are seeking motivated sales people who will sell and deliver the latest industry insights into how Oracle Cloud Infrastructure (OCI) both in IaaS and PaaS environment for public and private cloud portfolio. You will help your customers, who have business “pains” …工作职责
Key Responsibilities • Drive revenue growth by identifying, qualifying, and closing opportunities for Oracle Cloud Infrastructure (OCI). • Develop and maintain multi-relationships across customer organizations, including CIOs, CTOs, and business unit leaders. • Execute territory and account strategies to expand cloud footprint and usage. • Lead customer engagements that highlights Oracle’s strengths in computing, networking, storage, container orchestration (Kubernetes, Docker), database services (Autonomous DB, Exadata), analytics, and AI/ML platforms. • Collaborate with pre-sales engineers and solution architects to create value-based proposals and demonstrations. • Ensure post-sale success by aligning with customer success managers on cloud consumption and workload optimization. • Provide accurate forecasting and pipeline management using Oracle’s CRM systems. • Win opportunities on monthly basis and quarterly basis. • Achieve assigned quota and consumption growth expectations. Qualifications • 7+ years of enterprise IT or cloud solution sales experience, with a focus on complex, high-value deals. • With sales or technical experience in cloud/digital native market • Demonstrated success selling cloud technologies, including Infrastructure as a Service (IaaS) and Platform as a Service (PaaS). • Fluent verbal and written communication skills in English, with the ability to present technical and business value clearly to senior stakeholders. • Proven sales track record to achieve sales quota • Strong understanding of cloud computing concepts such as virtualization, containers, networking (VPC, load balancing), storage (object/block/file), and database services. • Bachelor above degree in Computer Science, Information Technology, Engineering, or a related discipline. Preferred Qualifications • Experience working in China oversea enterprise market. • Knowledge of cloud-native technologies, DevOps (CI/CD), Infrastructure as Code (IaC), and AI/ML frameworks. • Familiar with Oracle technologies and competitive platforms such as AWS, Azure, and Google Cloud.
客户建设和商业拓展 • 主动帮助客户在国家市场的关键领域、识别相关链条，并能够找到关键决策链，识别客户真实需求。 • 用客户的语言开展对话，获取客户信任，挖掘需求和技术需求，形成有效商机。 • 对于量产客户进行二次开发，在服务方面为客户提供体验升级，推动资源上量。 • 定期与现有和潜在客户联络，以及了解客户业务规划，组织商业、技术环境等相关信息。 • 识别客户决策链，维护客户决策点中的客户关系，并与客户CXO或CXO-D建立长期的业务和技术支持。 产品和技术价值传递 • 基于对客户行业和业务背景的了解，帮助客户提升天生计算操作系统、七大件、AI/智能等阿里云产品的技术价值，以及相对竞争的差异化竞争优势，传递阿里云作为客户最佳合作伙伴的定位。 • 独立面向客户讲解阿里云标准解决方案；或在SA或其他场景中，独立向客户讲解配合客户业务场景的解决方案，清晰的传递阿里云产品解决方案的竞争力以及能够为客户创造的业务价值。 推介决策和转化 • 通过有效的资源整合和运作，推介客户快速决策，采用和持续使用阿里云产品和技术解决方案，持续为客户创造价值。 • 通过渗透影响、商业报告等一系列销售跟踪的运作，转化客户的收益，实现客户的双赢。 • 将客户使用中遇到的影响客户体验的问题，反馈给内部部门，推动内部产品方案和流程的改进。 业务支持 • 做好客户全生命周期的业务支持，整合各方资源保障落地，及时发现并解决产品使用问题。 • 将阿里云产品在客户侧的快速迭代，支持客户技术人员的成长。
• Manage daily operations of enterprise cloud platforms (Tencent Cloud) including resource provisioning, deployment, monitoring and incident resolution to ensure the stability of business systems; • Deploy cloud-native infrastructure components, e.g. VPCs, subnets, routing, computing, storage and load balancing services • Build and manage containerized environments e.g. Tencent TKE • Enforce security best practices across public cloud environments including network segmentation, encryption, IAM and etc. • Maintain access control policies under Tencent CAM and Group Account Management • Ensure compliance with MLPS v2.0
Build StrategyReviews customer interactions and raises competitive information to account teams to contribute to development and landing of compete strategies.Contributes to product strategy by soliciting and communicating customer feedback.Tailors Microsoft standard messaging to audience using knowledge of specific Microsoft products.EducationPromotes readiness to internal teams.Consumes and leverages readiness materials to expand domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues.Participates as a member in the Microsoft tech community, attends community calls, sessions, hackathons, etc., and acts as a resource for their technology area.Leverage Partner EcosystemBuilds awareness of partner technical capacity through observation.Engages in partner sell-with scenarios by contributing to the facilitation of technical engagements and partnering with colleagues to manage the sales process.Scale Customer EngagementsDevelops understanding of current customer context and anticipates next steps. Uses product expertise to build credibility with customers.Engages other resources, leveraging basic resource knowledge, for key areas of technology as needed to overcome technical blockers on assigned technology set.Engages with and reaches out to customers with coaching from others.Drives technical wins or portions of technical wins with support from peers. Improves customer interactions through feedback and observation.Solution Design and ProofContributes to demonstrations (e.g., proof of concept [POC] sessions) of solutions based on specific Microsoft products through initial engagements and coaching from senior colleagues. Leverages partner/customer teams as needed to prove product capabilities and integration into customer environment.Builds own awareness of digital transformation sales methodologies.Presents reference architectures to partners or customers for key parts of their technology sets.
Core IT China – Cloud Engineer Location: Shanghai, China Level: Bachelor/Master Experience: 5+ years Functional Area: Cloud Engineer (Azure) Background: Computer Science & Software Engineering Travel: TBD Introduction ASML – the world’s leading provider of lithography systems for the semiconductor industry – has prioritized to apply Cloud throughout its IT services landscape. The Cloud Center of Excellence (CCoE) develops and operates a global multi-cloud platform using Microsoft Azure and Google Cloud Platform (GCP). Job Description The Cloud Engineer plays a critical role in shaping the cloud strategy, ensuring system reliability and performance across all cloud initiatives. The Cloud Engineer will be responsible to design and lead the implementation of secure, scalable, and cost-effective cloud infrastructure and services for Core IT China. Responsibilities Drive cloud initiatives including new implementation, migration and collaborate with different business stakeholders Design cloud architecture for infrastructure, platforms, and applications using Azure and align with Cloud Center of Excellence (CCoE) Actively finding the opportunity to define the cloud adoption plans, cloud application design, and cloud management and monitoring strategies Follow the guidelines established by the Cloud Center of Excellence (CCoE) and implement best practice for security, high availability, and compliance across cloud environment Collaborate with DevOps, security and operation teams to integrate cloud solutions into development lifecycle Provide guidance on cloud cost management, performance optimization, and scalability with stakeholders Document cloud architectures, workflows, and security measures for reference and compliance Operations task, using cloud native tools, like Log Analytics, Azure Monitor and Azure Security Center or other monitoring tooling