The Oracle Key Partner Director (KPD) is a senior individual contributing leader that owns the regional strategic partnership with an Oracle key partner (one of Oracle’s top revenue producing and market leading Partners) specifically to drive Oracle Cloud Infrastructure (OCI) share of wallet in ASEAN with a deep focus on IaaS and PaaS adoption and usage in aligned industry vertical and focused strategic accounts.

The KPD is the day-to-day lead Oracle executive responsible for success with the key partner. The KPD is chartered to develop and drive execution of a multi-year strategy for OCI. The KPD is also the key partner advocate to drive market-wide communication inside the Oracle global organization as well as to drive Oracle mindshare across all organizations within the key partner.

The KPD must develop deep knowledge of key partner capabilities on OCI and work with internal technical team to develop and get executive buy-in on enablement and development plans, joint industry messaging and go-to-market focus on targeted customer segment. The intent is to position Oracle as a strategic Cloud Platform vendor of choice for digital transformation for targeted customer segment, increases customer satisfaction, and grow both Oracle and partner’s joint Cloud foot print. Oracle Cloud Infrastructure adoption/usage will also be the key measurement metric for the role.

 

Summary

The KPD is Oracle’s primary leader for the partner, responsible for overall partner growth and satisfaction by managing key stakeholder relationships and ensuring the partner and their customers achieve value from Oracle Cloud solutions. Key responsibilities include leading developing and owning the partner strategy, aligning the sales team, driving effective partner cadence and management processes, tracking and communicating progress, and growing Oracle Cloud consumption across the full breadth of Oracle Platform capabilities for the key partner.

 

Objectives

• Develop and align both the partner and Oracle on a multi-year business plan with coverage across all of the key partner executive
• Grow Oracle’s mindshare, cross-pillar revenue, and share of wallet with the key partner
• Achieve business development targets and grow overall co-sell with the key partner
• Understand the key partner business requirements and develop "tailored" Oracle go-to-market plans to create market pull to the partner and Oracle
• Drive successful advocacy and references within both the partner and partner’s customers base
• Work with the key partner to ensure they have the right skills, certifications and capacity to deliver on the market opportunity
• Drive the right cadence for success and demonstrate measurable progress towards an “Oracle First” relationship

 

Responsibilities

• Develop and maintain the multi-year strategic plan for the key partner to meet or exceed objectives and Oracle sales goals. Revise the partner strategy and plan to ensure they fit the continuously changing key partner needs and priorities
• Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations
• Influence and lead strategic planning efforts within sales, product and global alliances to to ensure key partner requirements are represented
• Manage the overall interface between the key partner 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 key partner value proposition to C-level management within both Oracle and the key partner
• Develop and execute business development strategies with key partner and gain agreement around key work streams aligned with their key business transformations and imperatives
• Work with the key partner on executing agreed training strategies and plans to ensure growth in their overall Oracle Cloud skills and certifications at the right capacity to successfully deliver on the Market opportunity
• Regular review of partner projects together with customer success to ensure implementation health and go-live success
• Create a quarterly business review cadence with KP 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 key partner executives and sponsors to validate our progress and plans
• Obtain input and participation from the assigned Oracle Executive Sponsor(s) for the key partner on a regular, scheduled basis
• Owns escalation issues for the key partner on a local market basis and drives those escalations to closure while creating a high level of customer satisfaction for the key partner and a win-win environment for the Oracle resources involved in the day-to-day operation of the key partner
• Develop and execute an interaction plan to address the executive suite, line of business 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 team

 

Requirements

• Undergraduate degree in business or a relevant field. Masters degree is a plus
• 15+ years selling and account relationship management experience with major accounts or partners
• 10+ years selling hardware and/or software
• History and track record of achievement of revenue objectives
• Track record of business/account plan development and execution
• Cross-LOB team management experience - international team management is a plus
• Deep understanding of Cloud software and the space Oracle operates in

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.