Oracle Director, Competitive Intelligence - Data Protection and Cloud Systems in Redwood City, California
Director, Competitive Intelligence - Data Protection and Cloud Systems
Oracle Market & Competitive Intelligence (OMCI) is a critical enabling component that helps sales to be more effective
in competing and winning deals. Technology &
Systems Competitive Intelligence specifically provides timely, relevant
and actionable competitive content and tools as well as sales support against
key competitors across database, hardware, BI, middleware and cloud solutions
including IBM, AWS, Dell EMC, Microsoft and others.
The purpose of this role is to provide
leadership and expertise in data protection and cloud systems competitive
analysis with the goal of uncovering and effectively articulating Oracle’s
competitive advantage to enable more deals to be won with more revenue and less
The successful candidate for this position
will have extensive detailed understanding of and be viewed as the global
subject matter expert (SME) on Oracle competition for our data protection
solutions, including cloud storage/backup offerings and select Cloud Systems
competition. Key competitors will
include AWS, Azure, Dell EMC, HPE, Veritas, IBM, and others.
Given the multi-faceted and field facing
nature of this role, the ideal candidate will exhibit strong understanding of
enterprise customer requirements as well as direct experience in at least
2 of the following areas: storage
backup/recovery, integrated (converged) systems, public/private cloud,
database/analytics systems. Previous
analysis experience as product manager, industry analyst, or product marketing
roles strongly preferred.
This position requires a self-starter with
deep competitive research skills and the ability to conduct detailed competitor
vs. Oracle product feature level analysis and SWOT based on publicly available
information. The position also requires
extensive familiarity with key products and technology trends (including cloud
& traditional data protection and integrated systems).
This position will regularly interface with field salesspecialists, product management and product marketing, and may be asked tooccasionally provide analysis and present to senior management.
Emphasis will be analysis content and sales tool creation, regularsales training, and field customer deal support.
S/he will possess strong analytical abilities, deep knowledge ofdirectly competing products and the broader competitive landscape (including aproven ability to predict and explain current/future trends), and the provenability to stretch into new areas as needed to cover emerging competitivethreats and cross-over solutions.
This role requires the strong ability to translate (both verballyand in writing) deep technical features to business value as a means ofdifferentiating Oracle from its competition for the explicit purpose ofresulting in more deals won versus the competition.
Successful Oracle competitive analysts have the proven ability toconvert complex concepts into actionable guidance such as executive summarymessages, field deliverables & trainings, and a shortlist of key customertalking points. i.e., translatecomparison “data” into field-ready, actionable sales content.
The ideal candidate is a self-starter with an ownership mentalitywho will independently prioritize and drive timely and quality analysis in hisor her subject area of focus based on assessed field need / impact and thechanging competitive landscape.
The position is an important and active role
within the organization, as it will directly impact sales, strategy and
competitive direction for Oracle data protection (cloud and on premise)
engineered systems products and related solutions. This is an area of key importance to Oracle
customers, sales reps, and executives.
Deepand ongoing competitive research and analysis in the area data protectionsolutions, including Oracle cloud storage/backup offerings as well as CloudSystems (e.g., ZDLRA, BDA, others), with focus on delivery of accurate, timely,unbiased and contextual analysis as SME in focus area.
Provideproactive and actionable competitive intelligence, sales tools, training, andconsultative engagement to serve the needs of the field (competitive battlecards, rebuttals, slide sets, first take announcement analysis, fieldtrainings, etc.) with emphasis on facts-based, defensible analysis to supportpositioning of Oracle products andsolutions favorably against the competition for the field.
24-48hour independent turnaround on field-ready competitive response/rebuttalanalysis on major Tier1 competitor announcements
Ongoingtracking and analysis of key competitors (e.g., AWS, Dell EMC, Veritas, etc.)and emerging competitive threats and trends, including emerging cloud solutionand appliance alternatives. The analystis responsible for staying current on the latest product details andannouncements of both competitor and Oracle offerings covered by this role.
Develop,present and maintain regular sales trainings for global and regional fieldorganizations
Providedaily competitive deal support engagement to sales teams
Functionas internal consultant to other Oracle organizations such as productmanagement, product marketing and executives to provide insight relative to thecompetitive landscape, deep SME of competitors (high level company and detailedproduct level), and advise on take-out campaigns, marketing content, productrequirements, etc.
Workclosely with peers and other stakeholders and OMCI team members who are SME’sin systems, database, middleware, public cloud, etc. to support multi-faceteddeals and group projects that require combined competitive analyses for Oraclesolutions relative to offerings from key competitors.
Helpto facilitate a single competitive community and single channel to marketacross all global regions. Educatestakeholders on key information resources available.
Otherduties as assigned.
Successful candidate must be a self-starter
who is results oriented and requires minimal direct guidance. Focus will be on completion of quality and
timely deliverables to drive analysis and content creation, with an “ownership”
mentality for his/her coverage area.
Must also be an able team player to help drive the overall success of
the OMCI team and organization.
To be successful, s/he will have a background
in industry analysis, competitive intelligence or selling, managing, marketing
or supporting integrated solution products (either on the vendor or customer
side). This position requires excellent
writing skills as well as verbal communication skills, familiarity and
understanding of competitive intelligence and marketing process and
deliverables, and a keen understanding of how cloud system and data protection
competitors (AWS, Dell EMC, IBM, HPE, and others) and emerging players will
compete against Oracle solution alternatives.
3 years of recognized competitiveanalysis skills (as product manager, industry analyst, etc.) focused in theareas of enterprise systems and cloud is required.
Direct experience in at least2 of the following areas: storagebackup/recovery, integrated (converged) systems, public/private cloud, anddatabase/analytics systems.
Preference will be given to thosewith some experience in complementary solution areas (e.g., database).
5 years of related B2B industryknowledge including understanding of enterprise customer needs either through previous experience implementing or planningreal-world enterprise customer system solutions (from the vendor or customerside, either on premise or public cloud).Customer and executive presentation skills a strong plus.
Prior experience in data protection productanalysis will receive strongest consideration. Deep knowledge of cloud,storage, backup/DR (especially database backup solutions), stronglypreferred. Networking background a plus.
Previous point hardware solution, integrated (converged) system orappliance product sales, industry analyst, product/field oriented CI, productmanagement, or product marketing background strongly preferred.
Ability to analyze competing products/solutions to a deeptechnical level and translate to contextual insight around Oracledifferentiation from the competition, including customer implications. Hands onexperience testing, using or implementing, a plus.
Ability to discuss technical details with pre-sales/salesconsultants and enterprise architects, while also being able to up-level theinformation to sales tactics/strategy for sales reps and executives.
Knowledge of enterprise software such as database, andinfrastructure software (SW defined storage/networking, cluster software, etc.)also a strong plus.
Ability to self-start and prioritize by importance/impact multiplesimultaneous projects/deliverables to successful completion (i.e., in a qualityand timely manner) is a critical success factor.
Excellent writing and analysis skills / Strong verbalcommunication / Strong interpersonal skills required.
Ability to influence stakeholders and proactively lead/drivecross-collaborative projects with other orgs, is a strong success factor.
Analytical and a strategic thinker / Energetic and enthusiastic /Self-starter who mostly works independently but can also work collaborativelyon projects when required.
Flexible and adaptable with a proven willingness to stretch in tonew analysis areas is a key requirement.
Proven ability to work with Sales, Product Management/Marketing,and present to Executives and to ascertain the different levels of scope anddeliverables needed for each audience.
BA/BS degree in business, technology or research is minimallyrequired. Master’s degree is preferred,but demonstrated experience can be substituted.
TravelComponent: <20% travel will likely
be required to successfully fill this role.
Position Location: Onsite at Oracle
HQ in Redwood Shores, CA (San Francisco Bay Area) .
Willing to consider candidates in otherUS-locations who are open to relocating to SF Bay Area; relocation assistancecan be provided.
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Detailed Description and Job Requirements
Development and implementation of business plans, marketing strategy, and forecasts for a product/service or vertical market.
As a product analyst you will participate in every stage of the product life cycle to ensure product meets the needs of users. Drive the implementation of programs in support of the marketing strategy, business plans, and forecasts for assigned product lines. Maintains current status of customer specifications for existing and future products. Identify, evaluate, and recommend marketing opportunities in support of product line objectives. Drive product functionality delivering high quality product documentation. Lead products through scheduled release assisting others to manage commitments and resources. Measure and report progress and review deliverables.
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. Demonstrated product/project management experience. Ability to work with Executives. Strong interpersonal skills. Excellent written and verbal communication. Demonstrated product/project management experience. Creative, energetic, and enthusiastic. Team player. Experience using or implementing Oracle, SAP, or Peoplesoft applications. Basic HTML and web technology skills a plus. 8 years technology/industry experience and BA/BS/MBA degree.
Location: US-CA,California-Redwood City
Job Type: Regular Employee Hire