About The Role

Role Summary

The Cloud Solutions Engineer is the technical backbone of the Oracle Alloy partner ecosystem, working directly with distributor and reseller partners who build and sell their own branded cloud platforms on Alloy. This role owns the full partner lifecycle end to end — from equipping partner sales and presales teams to sell Alloy, through qualifying and solutioning deals, to designing right-sized architectures, and finally onboarding partner customers and driving their long-term cloud adoption. Success is measured by partner sales velocity, technical win rate, and the health of customers running on partner-branded Alloy environments.

Key Responsibilities

Partner Sales & Presales Enablement

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Design and deliver Alloy enablement programs (technical bootcamps, certifications, playbooks) for partner sales, presales, and solution architecture teams.
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Act as the primary technical point of contact for partners, building their confidence and independence in positioning and demoing Alloy.
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Deliver joint discovery sessions, product demonstrations, and proof-of-concept environments to support partner-led sales motions.
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Maintain a current view of the Alloy roadmap and translate new capabilities into partner-facing enablement content.

Deal Qualification

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Partner with account teams to technically qualify opportunities — assessing workload fit, licensing model, regulatory/data-residency needs, and infrastructure readiness.
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Identify technical risk early and define a clear path to a compliant, winnable solution before deals progress.
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Support go/no-go and deal-desk reviews with technical input on feasibility, effort, and margin impact.

Go-to-Market Asset Development

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Build reusable GTM assets: reference architectures, solution briefs, ROI/TCO calculators, demo scripts, and competitive positioning material.
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Localize and adapt Oracle standard assets for partner branding and vertical-specific use cases.
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Partner with product marketing and alliances teams to keep the asset library current with product releases and market feedback.

Solutioning

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Translate qualified opportunities into validated technical solutions that meet customer requirements and Alloy platform constraints.
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Lead solution design workshops with partner and end-customer technical stakeholders.
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Own the technical narrative in proposals and statements of work, ensuring solutions are deliverable and supportable post-sale.

Sizing & Architecture

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Produce right-sized infrastructure and consumption estimates (compute, storage, network, services) aligned to workload and growth projections.
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Design target-state architectures covering security, networking, identity, resiliency, and cost optimization within the Alloy framework.
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Review and validate partner-built architectures for alignment with Oracle Cloud best practices and Well-Architected principles.

Customer Onboarding & Cloud Adoption

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Guide partner delivery teams through environment provisioning, configuration, and go-live for new Alloy customers.
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Define and track adoption milestones, ensuring customers realize value from their cloud investment post go-live.
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Identify expansion and optimization opportunities within onboarded accounts and feed them back into the partner sales pipeline.
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Escalate and coordinate resolution of technical blockers with Oracle product, support, and engineering teams as needed.

Qualifications

Required

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Proven experience in a cloud solutions engineering, sales engineering, or solution architecture role, ideally in a partner/channel context.
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Hands-on knowledge of Oracle Cloud Infrastructure (OCI); Oracle Alloy experience strongly preferred.
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Demonstrated ability to size, architect, and present cloud solutions to both technical and business audiences.
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Experience supporting or enabling channel/reseller partners through a full sales-to-delivery lifecycle.
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Strong presentation, workshop facilitation, and consultative communication skills.

Preferred

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Relevant Oracle Cloud certifications (Architect, Alloy, or equivalent).
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Familiarity with hyperscaler competitive landscape (AWS, Azure, GCP) and multi-cloud positioning.
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Background in a distributor, reseller, or systems-integrator environment.
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Exposure to industry-specific regulatory or data-sovereignty requirements relevant to Alloy's target markets.

Success Metrics

Partner technical enablement coverage and certification rates.

Technical win rate and deal-cycle velocity on qualified partner opportunities.

Quality and reuse rate of GTM assets across the partner network.

On-time, on-spec customer onboarding and post-go-live adoption/health scores.

Expansion revenue sourced from existing onboarded accounts.

Engages with strategic customers, builds leadership relationships at multiple levels within organizations in order to design and implement solutions. Works directly with customers to gather requirements, develop architectures and translates business needs into solutions. May implement solutions and ensure successful deployments through code development and scripting. Displays product/application understanding through highly customized presentation demonstrations to customers, and at conferences, and events. Supports customer from Proof of Concept (POC) through production deployment of services via resource configuration, planning, and customer education/training. Creates and distributes technical assets (white papers, solution code, blog posts, and video demonstrations). Serves as a leading contributor for customers and sales on technical cloud solutions and customer success. Identifies gaps and enhancements to influence engineering roadmaps for customer driven features. Leading contributor, may provide direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. May interact with C level. Maintains expertise by staying current on emerging technologies.

Career Level - IC4