Oracle Director, Competitive Intelligence - Data Protection and Cloud Systems in Redwood City, California

Director, Competitive Intelligence - Data Protection and Cloud Systems

Preferred Qualifications

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.

Position Responsibilities

  • 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.

Be part of the innovation!

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.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

Job: Marketing

Location: US-CA,California-Redwood City

Job Type: Regular Employee Hire

Organization: Oracle