Oracle Principal Presales Consultant, ISV/OEM Alliances and channels EMEA– Oracle DACH in Frankfurt, Germany

Principal Presales Consultant, ISV/OEM Alliances and channels EMEA– Oracle DACH

Preferred Qualifications

The Mission…

Your mission is to work with Oracle’s largest ISV partners to move their IP to Oracle Public Cloud and to develop their next generation SaaS offerings on the Oracle Public Cloud. You will work with sales team, internal Oracle Cloud offering teams, including Product Management and Development Team.

For this mission, we are looking for an outstanding Presales Consultant for our ISV/OEM Alliances and Channels line of business. This is a customer facing role supporting our account teams to develop innovate, compelling Cloud Native solutions based on Oracle’s Cloud and to work with our ISVs to migrate their application to Oracle Cloud

In order to described more this role, the Sales Consultant (Presales) need to successfully engage, position and secure the technical selection of Oracle’s on premise and cloud solutions. The Sales Consultant is expected to work closely with the sales and product teams, own the solution opportunity from a technical perspective, engage continually with partners and drive the opportunity to sales closure. In doing this, the Sales Consultant would build a trusted advisor relationship with key partners executives, evaluation team members and decision makers.

Department Description:

The Worldwide ISV Sales Consultant team is supporting ISV & OEM partner business within Oracle. This organization is focusing ISV & OEM partners that integrate/embed Oracle technologies into their products, applications & solutions deployed in the cloud and/or on premise at customer, partner or Oracle locations.


  • In partnership with the sales teams, formulate and execute a strategy to migrate ISV applications from on-premise or cloud deployments to OPC services.

  • As a trusted customer advocate, you will help ISVs understand best practices around advanced cloud-based solutions, and how to migrate existing production workloads to the cloud.

  • Develop an enablement plan to transfer knowledge to ISV on best practices to install, configure and manage OPC services.

  • Develop a deep expertise in the Oracle Cloud technology offerings as well as broad know-how around how applications and services are constructed using the Oracle Cloud platform.

  • Help lead and generate excitement and usage of Oracle Public Cloud services across various ISV partners segments.

  • Passion: Working with top ISV partners: educating, training, designing, and building cloud computing systems for some of the largest and most important organizations in the world.


  • Hands on experience on AWS, Azure or Oracle Cloud infrastructure and PaaS services

  • Technical Account Management (TAM) experience. Ability to network with senior level technical executives.

  • Development background on Java, Java EE, REST, DevOps tooling (Hudson/Jenkins, etc)

  • Knowledge of Containers (Dockers), Kubernetes, MicroServices Architecture/development

  • Experience extending applications with capabilities based on new technologies (Mobile, HTML5/JavaScript UI, etc)

  • Define Architectures and Solution Proposals translating customer requirements and IT Strategies into deliverable solutions and transformation plans focused on enabling our ISVs to run Production workloads on Oracle Cloud

  • Develop On-Prem to Cloud Transformation and also Cloud Native Strategies jointly with our partners.

  • Define and drive a programmatic Presales Consulting engagement approach into target accounts and territories.

  • Good competitive awareness

  • Educating customers and Partner Organizations in Oracle Product offering and Value Propositions in the designated product areas

  • Represent Oracle at marketing events and customer events as required.

  • Have owned or at least been involved in the platforming choices and decisions having been through the on-premise to Cloud journey

  • Experience building or migrating SaaS applications and/or PaaS cloud services on any popular platform e.g. Amazon Web Services, Microsoft Azure,

  • Experience migrating IP from on-premise to the cloud and/or experience architecting and developing a next generation SaaS offering.

  • Experience with Terraform, Hudson, Chef, Puppet, and/or scripting languages (Python, Perl, etc.) scripting application deployments into cloud platforms (i.e.,. orchestration)

  • Strong speaking and presentation skills - Formal presentations, white boarding, large and small group presentations.

  • Technical and customer-facing skills that will allow them to be the technical interface between Oracle Cloud teams and partner.

  • Willingness to travel up to 80% of the time and ability to work autonomously is highly desired.

  • Project Management and Business Analytic skills and certification.

  • Experience in designing (architect) or deploying Cloud/Virtualization solutions in enterprise customer environments.

  • More than 8 years of experience in the IT industry, of which at least 5 years is in infrastructure/technology. Hands-on experience is a must. Bachelor’s Degree in Computer Science, Engineering, or equivalent. Advanced degree highly desirable.

  • knowledge and experience in Operating Systems such as Oracle Solaris, HP-UX, IBM AIX, Linux and Windows.

  • knowledge and experience in Database Administration and management.

  • knowledge and experience in Middleware technology (e.g. application servers, integration tools, BI tools)

  • Application development/deployment experience, experience in deploying and maintaining enterprise database, data warehouse and broad experience in IT systems with HA/DR, & storage architectures

  • Awareness of networking and latency considerations for different workloads

  • Ability to translate workload requirements into public cloud or hybrid cloud technical architecture, incorporating Technology Platform, Compute, Networking and Storage requirements in the architecture

  • Experience in understanding regulatory and enterprise security considerations and designing solutions factoring such considerations

  • Broad understanding of applications and systems from Oracle, Microsoft, SAP, IBM etc.

  • Experience in using IT technology for:

  • applications development on Java/.NET, Python, Go, open source development tools

  • relational databases, NoSQL databases, Big data, Analytics

  • networking and security

  • analytics and business insight

  • storage (Block and Object)

  • data warehousing

  • Micro Service technologies (containerization) like Docker, Amazon EC2 Container Service, Azure Container Service, Kubernetes, etc

  • DevOps exposure and knowledge of one or more tools such as Chef, Puppet, Jenkins, Ansible

  • Ability to architect for high availability, fail over & disaster recovery in public or hybrid cloud environments

  • Ability to write technical papers (white papers, competitive, technology, position papers, etc.)

  • Excellent written and spoken English, French and German communication skills.

As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable)

Detailed Description and Job Requirements

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

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. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

Job: Pre Sales

Location: DE-DE,Germany-Frankfurt

Other Locations: Germany, DE-DE,Germany-Muenchen

Job Type: Regular Employee Hire

Organization: Oracle