Alliances Director, GSI

Job description / Role

Alliances Director, GSIs

With more than 420,000 customers and deployments in more than 145 countries, Oracle offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems. For nearly three decades, we have provided hardware and software that allows organizations to thrive within their respective industries. And we’re just getting started!

Position Description

Key Responsibilities:
• Leadership and program management of Cloud growth initiative(s) for ECEMEA and APAC – including engaging partner to invest in Oracle Cloud GTM, Delivery Capability/Capacity, Vertical Market Offerings, and Cloud based delivery methodologies which drive consistent, quality implementations that accelerate subscription consumption and expansion.
• Overall accountability for Cloud ARR revenue and capability/capacity targets with Partner for assigned initiative(s) and focus area(s).
• Creation and management of Cloud GTM Framework initiatives, based on the 7-layer Cloud GTM methodology, to drive incremental new Cloud pipeline, ARR, Go Lives, and Partner Cloud Practice Capacity.
• Engage with and leverage Regional teams to drive Target account planning, opportunity identification/qualification, pipeline management, opportunity execution, and implementation success related to the Cloud designated initiative(s).
• Responsible for driving awareness, consideration and growth of Oracle Cloud across Oracle, GSI and the market for assigned region/territory
• Initiate and develop strong, sustainable, trusted advisor oriented relationships across senior management, industry practice leaders, technology leaders, and client team leaders with the assigned partner that can be leveraged to create new Cloud revenue opportunities for Oracle.
• Develop strong sustainable relationships with Oracle direct sales teams and foster a culture of strong pro-active teaming with designated Cloud partner.
• Develop and evangelize Cloud based value propositions uniquely with the SI partner and Oracle field, which could include product/solution value propositions, and market positioning.
• Drive high quality, on time and on budget cloud project implementations with partner which that promote customer satisfaction and drives subscription renewal, expansion, and add-ons.
• Identify and support creation of net new repeatable assets and architectures with the SI partner, that leverage Oracle Cloud.
• Work with Cloud SI to produce and harvest Cloud reference wins/use cases and post Go-Live implementation case studies to promote repeatability.
• Promote global teaming – with direct and indirect teams – to drive an integrated Cloud partner strategy and plan that benefits the global alliance and Cloud GTM in select regions.
• Build and own the Cloud business plan with the partner, providing necessary key performance indicator (KPI) reporting on a regular basis.

Requirements

Important Skills:
• Must be able to drive the regional revenue production, plan and partner development that is required as part of our overall global plan for assigned GSI
• Strong knowledge of entire Oracle Cloud product portfolio.
• Must have the capability to package and position partner / cloud solutions dynamically based on the business value drivers.
• Must be able to work locally but act as part of a global team sharing regional learning’s and best practices.
• Must be able to interact with and persuade senior executives and build & sustain meaningful account relationships that span business and technical domains.
• Well versed in strategic account selling, relationship selling, and solution selling.
• Must have customer centric mindset.
• Must be able to manage implementation quality and success with partner across a portfolio of on-going cloud projects.
• Strong hands-on project management and issue resolution skills across partner, customer, and Oracle stakeholders.
• Ideal candidate will have proven success managing GSIs within ECEMEA and APAC, have direct field selling and indirect alliance management competencies.
• Excellent written, oral, and interpersonal communication skills.
• Strong leadership and coalition building skills along with the ability to manage complex cross organizational, cross company interactions.

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

As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

Detailed Description and Job Requirements

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.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

About the Company

Oracle offers an integrated array of applications, databases, servers, storage, and cloud technologies to empower modern business. For most companies, flexibility is critical. Oracle provides a wide choice of software, systems, and cloud deployment models - including public, on-premises, and hybrid clouds - to ensure that technology flexes to the unique needs of a business.

Oracle Cloud is a complete, integrated stack of platform, infrastructure, and application services. With advanced scalability and security, Oracle Cloud enables technical agility across the enterprise, connects people to information for clearer insights, and fosters efficiency through simplified workflows.

More than 420,000 customers across 145 countries have harnessed Oracle technology to accelerate their digital transformation.