Alloy Cloud Solutions Engineer

Role Overview

This role centers on providing technical leadership within the Oracle Alloy partner ecosystem, working closely with distributor and reseller partners that create and sell cloud platforms branded on Alloy. The Solutions Engineer is responsible for the comprehensive partner engagement lifecycle—from enabling partner sales and presales teams in Alloy product offerings, to qualifying prospects, architecting suitable solutions, onboarding clients, and fostering ongoing cloud adoption success. Performance metrics include partner sales velocity, technical victories, and sustained customer health within partner-branded Alloy environments.

Core Responsibilities

• Develop and deliver comprehensive enablement programs such as technical bootcamps, certification courses, and playbooks for partner sales, presales, and solution architects.
• Serve as the main technical liaison for partners, building their capability and confidence in Alloy sales demonstrations and positioning.
• Participate in joint discovery sessions, product demos, and proof-of-concept setups to support partner-driven sales efforts.
• Maintain updated knowledge of the Alloy platform roadmap and craft corresponding partner enablement content reflecting new features.
• Collaborate with account teams to assess and qualify opportunities based on workload requirements, licensing, regulations, and infrastructure preparedness.
• Proactively identify technical risks and prescribe clear, compliant solutions prior to deal advancement.
• Provide technical assessments during deal-go/no-go and deal-desk reviews focusing on feasibility, effort, and margin implications.
• Create reusable go-to-market (GTM) materials including reference architectures, solution briefs, ROI/TCO calculators, demo scripts, and competitive positioning documents.
• Customize Oracle standard assets to align with partner branding and vertical-specific use cases, coordinating updates with product marketing and alliance teams.
• Translate qualified deals into validated technical blueprints that fulfill customer needs and Alloy platform constraints, leading solution workshops with partner and customer technical stakeholders.
• Author technical narratives in proposals and statements of work that ensure solutions are deployable and maintainable.
• Generate appropriately sized infrastructure and consumption projections (compute, storage, network) matched to workload and growth forecasts.
• Design target architectures addressing security, networking, identity management, resiliency, and cost-efficiency within the Alloy environment.
• Review and approve partner-developed architectures to confirm adherence to Oracle Cloud best practices and Well-Architected Framework principles.
• Guide partner delivery teams through provisioning, configuration, and launch phases for new Alloy customers.
• Set and monitor adoption milestones to ensure customers achieve measurable value from cloud investments post-launch.
• Identify opportunities for account growth and optimization, feeding these insights back into the partner sales pipeline.
• Manage escalation and coordination with Oracle support and engineering to resolve technical blockers as necessary.

Qualifications and Experience

• Demonstrated background in cloud solutions engineering, sales engineering, or solution architecture, preferably within a partner or channel context.
• Practical expertise in Oracle Cloud Infrastructure (OCI), with strong preference for experience on the Oracle Alloy platform.
• Proven ability to size, design, and present cloud solutions effectively to both technical and business audiences.
• Experience supporting or enabling channel and reseller partners throughout the sales-to-delivery process.
• Strong skills in presentations, workshop facilitation, and consultative communications.
• Preferred: relevant Oracle Cloud certifications (Architect, Alloy, or equivalent).
• Familiarity with hyperscaler competitive landscape (AWS, Azure, GCP) and multi-cloud strategies.
• Experience in distributor, reseller, or systems integrator settings is advantageous.
• Exposure to regulatory and data sovereignty requirements relevant to Alloy target markets is a plus.

Success Indicators

• Achieving high coverage and certification rates in partner technical enablement.
• Increasing technical win rates and accelerating deal cycles with qualified partners.
• Developing widely adopted and reusable GTM assets across the partner network.
• Ensuring on-time, within-spec onboarding and post-launch customer adoption and health metrics.
• Driving expansion revenue from existing onboarded accounts.

Additional Details

Position involves engagement with senior customers and requires building relationships at multiple organizational levels to design and implement advanced solutions. Responsibilities include translating business needs into technical architectures, conducting demonstrations, guiding customers from proof of concept through full deployment, and generating technical collateral including white papers, solution code, and video content. Works in a highly complex environment requiring advanced technical and business expertise, potentially interacting with executive-level stakeholders. Commitment to staying updated with emerging technologies is essential.

Company and Inclusion

Oracle integrates data, infrastructure, applications, and expertise to fuel innovation globally, embedding AI across its offerings to improve billions of lives. The company prioritizes an inclusive workforce, offering competitive benefits such as flexible medical, life insurance, and retirement plans and encouraging community volunteering. Oracle is an Equal Employment Opportunity employer welcoming applicants regardless of protected status and supports accommodations for applicants with disabilities.