Oracle Director, GTM & Business Development Programs in Quincy, Massachusetts

Manages a team that is responsible for identifying relevant new business opportunities and designing "go-to-market" plans to deliver measurable and significant revenues. Consistently meets with potential customers and current customers to build pipeline.

Manages, through other managers, a team of business development representatives for a territory/region. The team is actively and frequently customer facing, providing the value proposition to business or org leaders, qualifying opportunities, and selling the value of the oracle solution. Provides operations management of lead qualification functions. Contributes to strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget.

Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge. BA/BS preferred. Experience managing staff. Assist in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interact across functional areas with senior management or executives to ensure unit objectives are met. Able to influence thinking or gain acceptance of others in sensitive situations important.

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.

Role: Director, GTM & Business Development Programs

Location: Belmont, CA or remote

Reports to: VP, GTM Strategy, Operations & WW Channels


Are you looking for a challenging and influential role at one of the world s most successful technology companies? Do you want to make an impact by identifying new business opportunities and designing and executing go-to-market plans and programs that deliver measurable and significant revenues? To do so you will possess a blend of sales and channel experience, strategic vision, business acumen and the ability to get it done across a large, complex enterprise.

You have a passion for finding ways to do things better and easier and love working with a team to gather input, architect a solution and drive change across an organization with a high degree of acceptance and adoption. This position requires your energy, influencing skills and attention to detail and provides an excellent opportunity to drive meaningful transformations that will impact the success of our sales team, our partners and Oracle University.


  • Translate business strategies into actionable initiatives, plans and tactics

  • Gather stakeholder feedback from sales & channel leaders, channel partners and Oracle executives

  • Define, design and implement program changes that enable the realization of Oracle University s go-to-market and channel objectives

  • Maintain alignment of programs with objectives and make recommendations which modify programs to enhance effectiveness

  • Identify business processes, tools and systems changes required to operationalize go-to-market and channel programs

  • Work cross-functionally to implement / execute business processes, tools and systems changes needed

  • Assist in the sales and channel planning process to help achieve bookings and revenue targets

  • Actively network and maintain strong working relationships with Oracle University Sales, Channel, Marketing, and Product teams

  • Drive the on-going analysis and assessment of go-to-market plans and processes to ensure adaptation to changing market conditions

  • Prioritize activities to support Oracle University s financial goals

Skills & Abilities:

  • Ability to quickly identify opportunities for business process optimization

  • Able to resolve problems that arise in everyday work and escalate more complex problems

  • Ability to analyze and challenge current working methods to create improvements in processes and results

  • Success working with sales, channel, marketing and operations functions in a technology organization

  • Proven networking skills and the ability to quickly establish credibility and create confidence with partners, customers and colleagues

  • Proven ability to lead through influence and drive successful projects and programs across a complex organization with many stakeholders

  • Independently capable of driving day-to-day activities with minimal management consultation

  • Affinity for noting, recommending and implementing improvements in the context of the organization s long-term objectives

  • Highly energetic and motivated; strong attention to detail and accepts challenging assignments enthusiastically

  • Strong organizational, oral and written communication and customer service skills required

  • Flexible team player willing to do what it takes to support the success of Oracle

Education & Experience:

  • 10 years experience working in a high technology software or hardware company

  • 5 years experience in the training or education services line of business highly desirable

  • 5 years experience managing programs intended to improve sales results

  • 5 years managing technology partner go-to-market activities highly desirable

  • Comfortable learning new market spaces to become sales-conversant in the underlying technologies

Job: *Sales

Organization: *Oracle

Title: Director, GTM & Business Development Programs

Location: CA,California-Belmont

Requisition ID: 180002KH

Other Locations: United States