Oracle Strategic Alliance Director - NetSuite in Bedford, Massachusetts

Builds long term, strategic relationships with named and vertical business alliance partners.

Facilitates the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 8 years of related experience with a secondary education in Marketing or a related field.

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.

This role is responsible for creating and assisting with the execution of multi-year business plans with Regional and Global Systems Integrators as well as Regional and Global Business/Strategy/Management Consulting Firms that are part of NetSuite's Alliance Partner Program ("Alliance Partners"). In addition to working with existing Alliance Partners, this role is also responsible for recruiting new named Alliance Partners into NetSuite's Alliance Partner Program. This role also supports new partner contract negotiations, renews partner agreements, shares the NetSuite GBU's strategy and product value propositions with the Alliance Partner's senior level management and sells education services to the Alliance Partners. This role is also responsible for driving expansion of the partner's NetSuite consulting practice on a regional and global scale and assists with introducing Alliance Partners into new territories. The role also fosters internal NetSuite GBU support of the Alliance partnering strategy and works with the Alliance Partners to increase awareness of NetSuite inside of the partner's company. The role works with the Alliances Business Development team to track, consolidate and report partner revenue to management on regular basis. The role is responsible for working with marketing to increase internal and external exposure of the Alliance Partners as well as is responsible for selling event sponsorships to these partners.

This role requires:

  • Business capabilities to understand the Alliance Partner's business model.

  • The ability to work with their Alliance Partner's senior level management to affect change to the Alliance Partner's business model to achieve greater alignment with the revenue goals of the NetSuite Global Business Unit.

  • The ability to recruit new Alliance Partners, including the ability to explain the strategies of the NetSuite Global Business Unit to senior level management at a recruited Alliance Partner.

  • Execution of Alliance Partner's business plans, including the ability to independently follow the Alliance Manager's capacity plan expansion goals to align with local sales growth.

8-10 years of experience supporting both Regional and Global Systems Integrator partners and a bachelors degree or better is preferred.

Job: *Sales

Organization: *Oracle

Title: Strategic Alliance Director - NetSuite

Location: CA,California-San Mateo

Requisition ID: 17000U52

Other Locations: United States