PARTNER ACCOUNT MANAGER – Job Description

ROLE FUNCTION AND SCOPE

• Lead the management of strategic partners on all dimensions in order to meet country A&C, Systems and Tech (On-premise & Cloud) LOB’s objectives, in alignment with the EMEA partner strategy.

• Ensure the development of joint business plans with the managed partners and their execution.

• Ensure that partners’ enablement leads to increased local expertise and enriched product sales.

• Drive incremental revenue growth thru managed partners focusing on strategic products/sales plays

• Ensure that the partners are adding value to both Oracle and our existing and potential customers

• Drive relationship between partners’ top management and country, regional management to ensure strong and successful Partnership

• Communicate and explain internally managed partners’ role and value add

• Secure managed partners’ intimacy with Oracle A&C, Oracle Direct and Direct Sales forces, X Lobs.

 

KEY RESPONSIBILITIES AND ACTIVITIES

• Manage selected strategic Partners in Russia in order to meet revenue targets and KPIs

• Build, share, update and drive execution of partners’ business plans

• Gain country management (A&C and LOB’s VP) agreement on the strategic objectives and focus defined with the A&C managed partners’ in the joint business plan and aligned with EMEA top priorities

• Monitor strategic objectives achievement through KPI’s

• Ensure Quarterly Business Reviews to track KPIs achievement and business progress

• Ensure best practices sharing

• Define the enablement plan and train the partners in coordination with EE&CIS central enablement team.

• Be responsible for the partners’ revenue targets achievement and contribute in a very operational mode.

• Secure the smooth closing of the deals by setting up the right organization and controls and taking the required anticipations especially during Quarterly closing periods. (Ensure contractual paperwork is available in time (including Due Diligence, OPN membership and Distribution Agreement renewal, Resell Rights).

• Lead the relationship with the top management at the Partner to influence all decisions around the partnership with Oracle.

• Propose, drive new development initiatives on high value add Oracle products and solutions

• Ensure development and execution of Demand Generation plans to drive go-to-market activities for strategic products/sales plays

• Be responsible for the sales enablement and coaching of the partners’ sales/presales/technical force

• Leverage Hardware and Software (capabilities, customers and pipeline) to create cross sell opportunities and solutions sales opportunities, work on account planning with Sales Team

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.

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).