Alloy Cloud Solutions Engineer

Role Overview

Alloy Cloud Solutions Engineer at Oracle, reporting to the MEA COO Organization in listed countries, at Senior/Principal level (IC4).

Company Overview

Technology Cloud Solution Engineering department within Oracle, supporting the Alloy partner ecosystem.

Role Purpose

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

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

Deal Qualification

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

Go-to-Market Asset Development

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

Solutioning

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

Sizing & Architecture

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

Customer Onboarding & Cloud Adoption

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

Technical Leadership & Customer Relations

• Engage with strategic customers and build leadership relationships at multiple levels within organizations to design and implement solutions.
• Work directly with customers to gather requirements, develop architectures, and translate business needs into solutions.
• Display product understanding through highly customized presentation demonstrations to customers, at conferences, and at events.
• Create and distribute technical assets including white papers, solution code, blog posts, and video demonstrations.
• Serve as a leading contributor for customers and sales on technical cloud solutions and customer success.
• Identify gaps and enhancements to influence engineering roadmaps for customer-driven features.
• Provide direction and mentoring to others.
• Maintain expertise by staying current on emerging technologies.

Qualifications & Experience

Required

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

Preferred

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

Skills & Competencies

• Cloud solutions engineering and architecture design.
• Oracle Cloud Infrastructure (OCI) platform expertise.
• Technical and business communication and presentation skills.
• Workshop facilitation and consultative engagement.
• Infrastructure sizing and capacity planning.
• Solution design aligned to customer requirements and platform constraints.
• Security, networking, identity, and resiliency architecture.
• Knowledge of regulatory and data-residency compliance.
• Hyperscaler competitive positioning and multi-cloud strategy.
• Resource configuration, planning, and customer education and training.
• Code development and scripting for solution implementation.

Additional Information

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 and health scores.
• Expansion revenue sourced from existing onboarded accounts.

Role Scope

Engages with strategic customers and supports customer lifecycle from Proof of Concept (POC) through production deployment of services. Work is non-routine and very complex, involving the application of advanced technical and business skills in area of specialization. May interact with C-level executives. Serves as a leading contributor and may provide direction and mentoring to others.