FS GBU Alliances and Channels Dirctor

The FS GBU Alliances and Channels team is responsible for expanding FS GBU license sales through our partnerships with companies that want to sell and implement our software.  Partner is a broad term covering tier 1 advisory partners, global systems integrators, regional systems integrators, Value Added Distributors, and Independent Software Vendors. This is achieved through the co-selling and/or reselling of FS GBU licenses that grow the FS GBU revenue and market share and enable partners to deliver either all or some of the services related to implementation and ongoing unique customer requests for enhancements that will not be part of the FS GBU product.  

Brief Posting Description

Builds long term, strategic relationship and indirect channel for license sales with regional and global vertical business alliance partners.  This position will recruit and support partners for our entire FS GBU portfolio of software solutions.  These cover:  core banking, digital banking, risk analytics, payments, compliance, revenue management, insurance administration for health, life and annuities, as well as banc assurance.

Detailed Description

• Engage partners to drive targeted pipeline management, account planning and opportunity identification/qualification and execution related to Oracle Financial Services software. Oracle provides a suite of software for financial services industry covering Banking, Analytics and Insurance.
• Collaborating and aligning with the other key GTM stakeholders like sales, pre-sales, consulting and product management
• Develop strong sustainable relationships with Oracle direct sales teams and foster a culture of strong pro-active teaming with A&C.
• Facilitates the completion of individual business plans for all assigned partners to meet or exceed assigned business and revenue goals.
• Works with Partners to identify target opportunities, develop and actively manage pipeline, 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 and expand coverage for the strategic partners.
• Develop heat map identifying FS GBU lines of business where partners have or want to have expertise and create associated skills matrix indicating which country/territory, solution area(s), and skill (sales, pre-sales, implementation) fit the partner
• Ensure enablement of partner by skill, country/territory and FS GBU line of business

Job Requirements

Provide leadership and expertise in the development of indirect sales with local, regional and in some cases, global partners frequently operating at the leading edge of technology.

Demonstrated track record developing and managing Partnerships and driving Partner account activity. 

Strong knowledge of the regional companies, analytical, and sales skills preferred with the ability to influence.

Existing relationships with local and regional partners is highly desirable (core banking, digital banking, payments, risk analytics, compliance, revenue management, insurance administration for health, life and annuities, as well as banc-assurance)

Experience managing to a quota an absolute requirement.

Experience in selling Banking SaaS Applications across JAPAC is highly desirable