KEY RESPONSIBILITIES

The Oracle University (OU) Partner Manager will be responsible for leading the relationship between Oracle University and Global SI partners who are part of Oracle’s strategic partner program. This role will lead all aspects of relationships with key partners within the strategic SI for two Oracle University programs:

 

Lead the relationship with Oracle Strategic Partner Program participants. Responsibilities include:

Ensure partner participants are maximizing the benefits of Oracle University training and meeting their overall cloud enablement goals. The OU PM will work with the partner to develop overall program goals and will monitor the progress in achieving these goals. They will collaborate with both partner stakeholders and internal team members to ensure that learners have access and are taking advantage of the content that aligns to their individual training and certification goals. While the job includes components of traditional PMO responsibilities, most of the work is a direct focus on building the quality of our partners’ cloud education program to support the partner in improving implementation success aligned to strategic Go to Market initiatives.

 

Lead the relationship among key strategic partners who offer managed services for Oracle Guided Learning implementations. Responsibilities include:

Serve as a Partner Manager aligned to key strategic partners who will be providing managed services for Oracle Guided Learning (OGL). As the main point of contact for the partner, the OU PM will be the conduit between pre-sales, the OGL channel manager, product development, delivery and the OGL customer success team. The focus of this role is to help to standardize go to market strategies within the partner community, coordinate enablement training, provide the partner with resource and assets to assist in their selling efforts and ensure that OGL is aligned to the partners overall organizational change and managed services practices.

 

This role will be accountable for leading 1 – 3 partner relationships with the following focus:

• Global ownership, management, development, and measurement of the partner enablement program and OGL managed services.
• Track and measure OU engagement through metrics, governance and dashboards that report on engagement, consumption and certification.
• Utilize operational data and a global strategy to drive favorable partner behavior intentionally and proactively.
• Serve as an advocate within the partner to evangelize the benefits of OGL and the opportunity for the partner to support managed services on all Cloud implementations.
• Work closely with OU product development and other SMEs to add value to the partner enablement program and offer mentorship on OGL managed services issues and opportunities.
• Reporting and presenting on enablement success and related business reviews, supporting leadership meetings, promoting learning and certification pervasively among the SI’s organization.
• Set unified governance for leading and measuring partner enablement success associated with their overall business strategy
  • Identify steering committee (participants, roles, responsibilities)
  • Define metrics
  • Build and run cadence
  • Align with Oracle internal partners (Alliance & Channels, Partner Success Managers, Oracle Partner Network and Product Development) sharing information on enablement success and gathering intelligence on partner strategy

 

Key Skills & Experience

The OU PM should have experience in learning solutions preferably with experience in working with large system integrators. Ideally, s/he will be a creator, builder, analyzer, optimizer – someone who instinctively analyzes business strategy and is able to link learning goals to improve the partners’ ability to deliver on its strategy.

 

More specifically, s/he should have the experience described below:

• Knowledge of modern learning approaches and best practices. Able to identify and drive the right opportunities for the partner to improve cloud skills that align to their business goal through leverage of OU digital learning.
• Excellent communication and cross-functional teamwork skills. Able to easily build trust and rapport with internal and external executives.
• Hands on – not just a leader/talker but also wants to roll up her/his sleeves to get the job done.
• Understanding of Oracle offerings and technologies. Understanding of Oracle University offerings is preferred, but not required.

 

Preferred personal characteristics and leadership skills

• Creative problem solver able to shape compelling solutions with Oracle’s partners.
• A highly collaborative leader who can navigate different personalities, work well in teams, is ambitious and thinks out of the box to create the best solution for Oracle University and its partners.
• A strong focus on ownership and execution. A manager with the appropriate level of drive and “toughness” to effectively work in a fast-paced environment, ensuring results and deadlines are achieved.
• A strong balance of strategic and tactical skills, with a high level of intellectual, agility and capacity for original thought.
• An enthusiastic, high-energy and motivating leader who is visibly passionate and is capable of inspiring and galvanizing an organization.
• Focuses on actions and outcomes; driven to over achieve.
• An exceptional communicator who can write, present and effectively adjust messages to meet individual audiences and organizations. Notably, strong client orals skills (present proposals to clients in a compelling way).
• Previous experience and understanding of Systems Integrators preferred.

Engages in business development strategies and programs in support of Oracle's Sales Organization.

Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)

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. 8-12 years of Marketing/Business Development experience in the technology industry, preferably software industry. Experience should include relationship management. Conversant in Oracle technology and product strategies. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. BA/BS degree or equivalent, advanced degree highly desirable.