The Enterprise Cloud Architects were supposed to be a stable link with key accounts. As we well know, sales reps and their territories change every year; customers hear a ton of promises in may, just to see a new face in july telling them their are now his account, and making new promises that won't be fulfilled as well. The ECA role was an attempt to break that cycle, by having a deep technical person (and most were, in fact) across the fiscal years, building relationship.
Beautiful theory of course, but let's not forget, this is Oracle we're talking about, so most ECAs were being used to try and push SaaS into these customers, even though most, if not all, have a tech / PaaS background. Also, they were getting pressured to meet sales quotas, which is the most ridiculous thing in the planet, because A) they don't receive sales commissions, and B) how can you be a trusted advisor, if you're supposed to be pushing licenses to make the Q number?
More than one year gone from Oracle, and definitely don't miss it…
This was taken from another thread, but think it deserves to be seen by more people. OP by @W28mgCQ-1fbd