Director, Presales SaaS Security

• The APAC Presales SaaS Security team is a specialist team supporting sales within the APAC Applications business, covering all SaaS applications from ERP, SCM, EPM, HCM and CX to Marketing. The team specializes in customer cloud strategy and IT stakeholder management, with a focus on how Oracle operates and secures its SaaS. Focus areas include Security, Data Privacy, Sovereignty, Compliance, Cloud Operations, Networking, Integration, as well as the security and operational controls built into Oracle Cloud contracts, policies, and practices. These topics are at the forefront of our customers & prospects agendas and are key areas of differentiation for Oracle. The overall mission of the APAC Presales SaaS Security team is to secure SaaS adoption and revenue growth by supporting sales opportunities from discovery to contract negotiation. Presales SaaS Security experts must be able to talk about cloud technology and security intelligently and enthusiastically to various stakeholders including security and architecture teams, business sponsors through to CxO Level, both within the customer s IT, business departments, and within Oracle. Being part of a divisional team, travel will be expected to various customer/Oracle locations. Passion, curiosity, technical depth, excellent objection handling and exceptional communication and presentation skills are required.

Job Responsibilities

• Assists in the establishment of the engagement model for the Presales SaaS Security role by working with key organizational actors in primary geography (India) Participates in deal management activities with sales and presales colleagues including account strategy sessions and cadence calls. Works with Application Sales Rep, Business Solution Leads, Solution Engineers, and Enterprise Architects, develop high-quality responses to requests for information and proposals, present to customers in orals, and close customers objections related to SaaS security and operations.
• Works with Cloud Commercial team, Legal, Deal Management, Global Information Security and Cloud Operations to clarify and modify positions during contract negotiations, focusing on cloud security and operations controls.
• Develops and maintains practitioner level expertise in SaaS Security and Technology core areas including general contracting process and artifacts, IT stakeholder objection management, Security, Data Privacy and Sovereignty, Compliance, Data Centre Strategy and Operations, Service Continuity, Networking, Integration, Identity and Access Management, Operational Processes, and competitive positioning. Assumes lead relationship management role for customers IT risk and security stakeholders focusing on key deals
• Provides internal and external advocacy on SaaS Security and Technology and convey a compelling and convincing case for Oracle SaaS security technology vs. the competition Able to deliver articulate, effective, and audience-appropriate presentations/ workshops with technically oriented content at various events/meetings to both small and large audiences Maintains a basic understanding of India s various data privacy legislation and industry regulations which may concern customers and prospects moving to the Cloud Participates in the online and offline community forums
• Develops a good understanding in systems used to publish information, raise service requests, track time, collaborate and manage knowledge. 15% Travel, predominately in India.

Required Skills & Experience

• > 10 years experience in enterprise applications and technology > 5 years experience in cloud computing, ideally helping the selection and implementation of SaaS applications
• > 5 years experience in IT consulting preferably at a Big 4 firm (Risk or IT Advisory) or at a major SI will be a major advantage
• > 3 years IT Security, risk or compliance experience preferably in a regulated industry
• Knowledge/Experience in AI will be an added advantage Demonstrated experience leading change on complex programs across business and IT stakeholders
• Must deal well with ambiguity and enjoy the challenge of the unexpected Must be a team player and a proactive self-starter
• Experience with Platform- as-a-Service (PaaS) and/or Infrastructure as a Service (IaaS) is desirable especially identity and access management and integration Domain and application knowledge of either ERP, EPM, SCM, HCM or CX is a major advantage. Security and privacy certifications (eg CCSP, CCSK, CISSP, CISA, CISM, CIPP, CIPM) are major advantages.
• Knowledge of India s government regulation (MeitY), Financial Services regulation (RBI) and/or data privacy regulations a major advantage Core Solution Engineering Skills: Discovery, solution presentation, objection handling Demonstrated project management skills to manage engagements autonomously.
• Demonstrated ability to persuade others through excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques Bachelor degree or equivalent; advanced degree highly desirable