Channel Director, Cloud Native Partner Ecosystem 
Korea, India, ANZ and ASEAN

Job Description: 

The Channel Director role is part of the Alliances and Channels Team and will focus on Cloud native Partners. He/she is expected to:

• Establish, nurture and sustain a vibrant Cloud Native partner ecosystem of Born-In-The-Cloud partners to promote, sell and be capable to implement Oracle OCI Cloud Native projects. He/She will target competitors’ Born-In-The-Cloud partners who have successful Dev-Ops and CICD (Continuous Integration and Continuous Development) infrastructure design projects and preferably have their own Cloud Managed Services managing customers’ cloud environments and bring them into the Oracle partner eco-system.
• Work with OCI Product Management (PM) and Business Development (BD) teams to provide support for these Born-In-The-Cloud partners to skill up on OCI and to develop a successful OCI practice. 
• Work with the regional field teams to promote these born-in-the-cloud partners to get them engaged and jointly drive GTM efforts to promote, develop and implement successful enterprise-grade Dev-ops and CICD projects;
• To work with the A & C program team to help the Born-in-the-cloud partners develop GTM offerings to drive partner-led cloud projects;
• To work with WW A & C program team to help some of these Born-In-The-Cloud partners to develop a successful cloud managed services providing public cloud, private cloud and hybrid cloud manageability solutions for enterprise customers.

KEY RESPONSIBILITIES

1. Born-In-the-Cloud Partner Recruitment

• Develop a list of competitive born-in-the-cloud partners to target
• Develop quick start programs to get these partner onboard OCI
• Track and drive partner expertise level on OCI

2. Develop Born-in-the-cloud partner GTM services offerings 

• Dev-Ops environment on OCI for enterprises with strict security and governance requirements
• CICD environments that enterprises can leverage to explore innovative new solutions to go to market quickly
• Develop robust cloud, hybrid and multi-cloud manageability solutions so as to be able to provide cloud managed services and Cloud Security Operations Center (SOC) services for enterprise customers 

3. Develop GTM programs with Born-In-The-Cloud partners

• Develop social media GTM campaigns and programs to promote the Born-in-The-Cloud partners
• Develop a vibrant cloud developer community with the Born-In-The-Cloud partner developers to drive better awareness on OCI Cloud Native services and expand the skill based on OCI Cloud Native solutions

Skills / Experience

• Proven experience in channel development/management of born-in-the-cloud partners.
• Strong and referenceable executive coverage of born-in-the-cloud partners to be recruited or managed
• Knowledge of competitive platform and programs are also highly desirable
• Ability to work independently with strong ownership and good track record of delivering results
• Ability to learn quickly and good problem-solving skills are required
• Ideally, previous Oracle working experience will be a plus

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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 8 years of related experience with a secondary education in Marketing or a related field.