SaaS Key Partner Director for Deloitte - Australia 

• Develop and maintain the multi-year strategic plan for the K P to meet or exceed objectives and Oracle SAAS sales goals. Revise the K P strategy and plan to ensure they fit the continuously changing K P needs and priorities.
• Direct the SaaS Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different SaaS pillars and other organizations
• Influence and lead strategic planning efforts within sales, product and Global Alliances to ensure K P requirements are represented
• Manage the overall interface between the K P and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence
• Articulates both Oracle and K P value proposition to C level management within both Oracle and the K P

• Develop and execute business development strategies with K P and gain agreement around key work streams aligned with their key business transformations and imperatives
• Work with the K P on executing agreed training strategies and plans to ensure growth in their overall Oracle SaaS skills and certifications at the right capacity to successfully deliver on the Market opportunity
• Regular review of K P projects together with Customer Success to ensure implementation health and Go Live success
• Create a quarterly business review cadence with K P Sponsors to track our progress on aligned GTM focus areas / work streams and other interactions
• Maintain regular communications with the worldwide Partner Alliance team and extended worldwide account team across all relevant Oracle pillars and divisions, through regular team calls and online collaboration
• Facilitate regular progress meetings with K P executives and sponsors to validate our progress and plans
• Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the K P on a regular, scheduled basis
• Owns escalation issues for the K P on a local market basis and drives those escalations to closure while creating a high level of customer satisfaction for the K P and a win-win environment for the Oracle resources involved in the day-to-day operation of the K P
• Develop and execute an interaction plan to address the executive suite, line of businwess organizations and IT, leveraging all Oracle resources and subject matter experts, executives, and thought leaders as needed to provide value to the Partner and their customers
• Build relationships with the partner’s executive team, earning a reputation as one of their trusted advisors
• Ensure the partner is subscribed to Oracle Partner Network with the right level of Skills and Expertise to operate successfully in the market
• Demonstrate a high level of business acumen and thorough understanding of the Partners business, organization, strategy and financial position.
• Demonstrate value- and trust-based selling skills with a deep understanding of the Partners Customer needs and Oracle’s capabilities
• Navigate Oracle to identify, acquire and coordinate a team of critical resources needed to address needs
• Integrate Oracle in front of the Partner providing a “one face, one Oracle” strategy for the Partner
• Understand Oracle’s strategies and how these translate into solutions that address Partner’s needs
• Maintain a thorough understanding of the Partners key industries, including trends, business processes, financial measurements and performance indicators, and key competitors
• Sell and promote the sale of Oracle products
• Drive strategic and tactical planning for the Partner
• Generate and achieve accurate quarterly forecasts
• Conduct weekly progress meetings with the key Partners related sales teams

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.