SaaS Channel Onboarding Manager

 

Employer Description

Innovation starts with inclusion at Oracle. We are committed to creating a workplace where all kinds of people can be themselves and do their best work. It’s when everyone’s voice is heard and valued, that we are inspired to go beyond what’s been done before. That’s why we need people with diverse backgrounds, beliefs, and abilities to help us create the future, and are proud to be an affirmative-action equal opportunity employer. 

 

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law. 

 

 

Job Description

As a Partner Onboarding Manager your role will require you to  orchestrate the onboarding of new SaaS Channel partners and lead their end to end onboarding process that shall consist of several key steps in order for the new partners to become active members of SaaS’s partner ecosystem.

 

Facilitates the development of strategic go to market and new business plans for all assigned partners especially focusing on newly onboarded partners to meet or exceed assigned business goals. Works with these 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 Business Management, Marketing or a related field.

 

Key Responsibilities:

• Accountable  for schedule and quality of all onboarding partner activities
• Lead partner onboarding planning, scheduling, controlling and reporting activities
• Act as the key contributor SaaS Oracle Partner Network  & stakeholders and conduct periodic briefings/status updates
• Manage dependencies on external partner peers and ensure alignment of delivery schedules to maximize business growth for Oracle
• Establish and execute the governance framework for the onboarding activities
• Develop strong business relationships with the business owners and utilising the alliances to drive the onboarding in line with the business divisions strategy
• Focus on constant improvement and acceleration of the onboarding process
• Understand partner needs and execute on these maintaining high partner satisfaction
• Builds long term, strategic relationships with named and vertical business alliance partners and work on specifically onboarding new partners and existing on new products and line of business.

 

Requirements

• 10+ year of B2B solution channels experience in business application technology and cloud solutions with a focus on partner onboarding process
• Proven record of success in partner onboarding enablement  
• Strong negotiation and consultative sales skills
• Excellent communication skill in English and Asian languages
• Excellent understanding of local market
• Excellent interpersonal and influencing skills
• Excellent executive presence
• Good problem solver with ability to build and maintain strong collaborative partnerships
• Degree in business discipline from a recognized institution

 

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.