Oracle Alliances Director in Marlborough, 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.

Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence. Secondary education in Marketing or a related field preferred.

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.

/_Company Description_// /

/Oracle is in the business ofmaking other businesses successful. We provide the world s mostcomplete, open, and integrated business software and hardware systems, withmore than 370,000 customersincluding 100 of the Fortune 100representing avariety of sizes and industries in more than 145 countries around theglobe. For nearly three decades, we have provided hardware andsoftware that allows organizations to thrive within their respectiveindustries. And we re just getting started! /

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/_Position Description_// /

/Key Responsibilities:///

/Leadership and program management of Cloudgrowth initiative(s) including engaging partner to invest in Oracle CloudGTM, develop Cloud based solutions, and Vertical Market Offerings/

/Overall accountability for Cloud ARR co-selland re-sell revenue targets with Partner for assigned initiative(s) and focusarea(s)./

/Creation and management of Cloud GTMFramework initiatives, based on the 7-layer Cloud GTM methodology, to driveincremental new Cloud pipeline, ARR, Go Lives, and Partner Cloud PracticeCapacity./

-{PS..0}->/Engage with and leverage Regional teams todrive Target account planning, opportunity identification/qualification,pipeline management, opportunity execution related to the Cloud designated initiative(s)./

/Initiate and develop strong, sustainable,trusted advisor oriented relationships across senior management, industrypractice leaders, technology leaders, and client team leaders with the assignedpartner that can be leveraged to create new Cloud revenue opportunities forOracle./

/Develop strong sustainable relationships withOracle direct sales teams and foster a culture of strong pro-active teamingwith designated Cloud partner./

/Develop and evangelize Cloud based valuepropositions uniquely with the SI partner and Oracle field, which could includeproduct/solution value propositions, and market positioning./

-{PS..1}->/Identify and support creation of net newrepeatable assets and architectures with the SI partner, that leverage OracleCloud./

/Work with Cloud SI to produce and harvestCloud reference wins/use cases and post Go-Live implementation case studies topromote repeatability./

/Promote global teaming with direct andindirect teams to drive an integrated Cloud partner strategy and plan thatbenefits the global alliance and Cloud GTM in select regions./

/Build and own the Cloud business plan withthe partner, providing necessary key performance indicator (KPI) reporting on aregular basis./

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/Important Skills:///

-{PS..2}->/Strong knowledge of entire Oracle Cloudproduct portfolio./

/Must have the capability to package andposition partner / cloud solutions dynamically based on the business valuedrivers./

/Must be able to work locally but act as partof a global team sharing regional learning s and best practices./

/Must be able to interact with and persuadesenior executives and build & sustain meaningful account relationships thatspan business and technical domains./

-{PS..3}->/Well versed in strategic account selling,relationship selling, and solution selling./

/Excellent written, oral, and interpersonalcommunication skills./

/Strong leadership and coalition buildingskills along with the ability to manage complex cross organizational, crosscompany interactions./

/Must be able to travel globally 30% to 50%./

Recruiter Contact:

Job: *Sales

Organization: *Oracle

Title: Alliances Director

Location: United States

Requisition ID: 180019IU