Director, Competitive Intelligence - Database Cloud Service

  • Company: Oracle
  • Posted: August 19, 2016
  • Reference ID: 16000XI8
Director, Competitive Intelligence - Database Cloud Service


Oracle's business is information - how to manage it, use it, share it, protect it. For over three decades, Oracle, the world's largest enterprise software company, has provided the software and services that let organizations get the most up-to-date and accurate information from their business systems.

Oracle Competitive Intelligence is a critical enabling component that helps sales to be more effective in competing and winning deals. Competitive Intelligence provides timely, relevant and actionable competitive content and tools as well as sales support against key database competitors such as Microsoft Azure SQL, Amazon RDS, Microsoft SQL Server, SAP HANA, IBM DB2 & PureData, EnterpriseDB, and Teradata, etc.

Position Description

The purpose of this role is to provide leadership and expertise in database competitive analysis with the goal of uncovering and articulating Oracle's competitive advantage, with the ultimate goal of enabling more deals to be won with more revenue for less effort. The successful candidate for this position will be viewed as the subject matter expert (SME) for competitor offerings in the areas of cloud database and on-premises database and will own CI analysis in this specific area.

This position requires self-initiated deep competitive research skills and analysis of database competitor product features based on publicly available information, and requires extensive familiarity with database products and market trends (including cloud, NoSQL, and RDBMS competitive landscapes). Emphasis will be analysis content and sales tool creation, regular sales training, and custom direct deal support. It is a senior level position. It requires regular interface with field sales specialists, product management and product marketing, and may be asked to occasionally provide analysis and present to senior management.

The ideal candidate is a self-starter who will independently own, prioritize and drive timely and quality analysis in his or her subject area of focus, in this case database competition to Oracle (both traditional and cloud based offerings). S/he will possess strong analytical traits, deep knowledge of database products and landscape (including ability to predict and explain current/future trends), and the ability to translate (both verbally and in writing) technical features to business value as a means of differentiating Oracle from its competition to result in more deals won versus the competition. The database CI principal analyst will also work closely with other CI specialists who focus on related products/solutions. S/he will also be responsible for staying current on the latest product details and announcements of both competitor and Oracle database related offerings.

S/he should have a keen understanding of how Amazon, Microsoft, SAP, IBM, EnterpriseDB, and Teradata compete in the database space.

Responsibilities include but may not be limited to:
  • Deep and ongoing competitive research and analysis of competitors' databases strategy, with focus on delivery of accurate, timely, unbiased and contextual analysis as a subject matter expert (SME).
  • Provide actionable competitive intelligence, sales tools, training, and consultative engagement to serve the needs of the field (cheat sheets, whitepapers, rebuttals, slide sets, newsletter articles, etc.) with net-new information, defensible analysis/proof points and positioning of Oracle products and solutions favorably against the competition.
  • Ongoing tracking and analysis of key database competitors (including on-premises and cloud), and emerging competitive threats and trends.
  • Develop, present and maintain regular sales trainings for global and regional field organizations.
  • Provide custom direct deal support CI engagement to sales teams, upon request (some engagements may involve presenting to customers).
  • Function as internal consultant to other Oracle organizations such as product management, product marketing and executives to provide insight relative to the competitive landscape, deep SME of competitors (company, business and product level), and advise on take-out campaigns, marketing content, product requirements, etc.
  • Work closely with CI peers who are SME's in engineered systems, servers, storage, virtualization, and middleware, etc. to enhance solution competitive analyses for Oracle relative to other key competitors.
  • Help to facilitate a single CI community and single channel to market across all global regions. Educate stakeholders on key information resources available.
  • Other duties as assigned.

Preferred Qualifications
  • 5 years of recognized competitive analysis skills focused in the areas of database including understanding of customer needs and business goals.
  • Prior relevant experience in competitive intelligence/analysis will receive strongest consideration. Previous database product sales, industry analyst, product management, or product marketing background strongly preferred.
  • Deep knowledge of the competitive landscape.
  • Ability to analyze database & data warehousing products to a fairly deep technical level such that analysis is useful for pre-sales/sales consultants (not just generalists). Hands on experience testing, using or implementing database, a plus.
  • Ability to provide market level or strategic level analysis for senior executives is also important as this role may occasionally require presentation to senior management.
  • Ability to prioritize multiple simultaneous projects/deliverables to successful completion (i.e., in a quality and timely manner) is key.
  • Strong interpersonal skills / excellent writing and analysis skills / strong verbal communication
  • Analytical and a strategic thinker / energetic and enthusiastic / self-starter and team player.
  • Proven ability to work with Sales, Product Management/Marketing, and present to Executives.
  • Deep insight into real-world customer issues, either through previous experience implementing or planning real-world customer data center solutions (from either the vendor or customer side), as an industry analyst, or by presenting solutions at customer briefings, a strong plus.
  • BA/BS degree in business, technology or research. Master's degree is preferred, but demonstrated experience can be substituted.

Success Factors

Successful candidate must be a self-starter focused primarily on completion of quality and timely deliverables with an "ownership" mentality to drive analysis and content creation within his or her area of focus, as well as be a team player to drive the overall success of the CI team and organization.

To be successful, s/he will have a background in industry analysis, competitive intelligence or selling, managing, marketing or supporting database 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 Microsoft, SAP, IBM, Teradata, EnterpriseDB and emerging players compete with Oracle.

Work Location: US or Canada
Willing to consider candidates based in any US or Canada location; will work remotely from home office as part of virtual team Prefer candidates based in San Francisco Bay area.

Travel Component:

As part of Oracle's U.S. employment process, candidates will be required to complete a background check prior to an offer being extended. These background checks include: Prior Employment Verification / Education Verification / Social Security Trace / Criminal Background Check / Motor Vehicles Records (where required for position).

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.

Bert Kraatz
Senior Oracle Recruiter
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Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 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. 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.

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