The Director of Hospitality Partner/Reseller Strategy is responsible for:

• Building long-term, strategic relationships with the partner ecosystem, including global recruitment and assessment
• Development of the Hospitality Reseller go-to-market and strategy, with a focus on product commercials, incentives and rules of engagement
• Development of business plans for all partners and administration of QBR's aligned to attainment of the mutual goals of Oracle and the partner community
• Oversight of product and go-to-market enablement programs
• Partnership with product strategy, consulting, operations and cloud launch teams on driving partner success
• Oversight of Client Success Managers for partner Cloud deployments
• Active participation in partner pipeline discussions and facilitation of deal wins
• Alignment with Oracle's OPN leadership and business practices teams on initiatives and standards
• Establishment of operational escalation procedures;  close alignment with direct sales organization driving programs that avoid channel conflict

 

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.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. Ability to hire and train new Alliance Consultants. 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.

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