Oracle Technology and Cloud Platform Alliances and Channels (A&C) team is responsible for expanding Technology and Cloud platform adoption through our partnerships with companies that want to sell and/or implement our Technology License and Oracle Cloud Infrastructure (OCI). 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 reselling technology licenses and reselling / co-selling Cloud Platform portfolio that grow the revenue and market share and enable partners to deliver either all or some of the services related to implementation and ongoing unique customer requests.

 

Overview
Build 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 portfolio of technology and cloud platform.

 

Responsibilities

• Engage partners to drive targeted pipeline management, account planning and opportunity identification/qualification and execution related to Technology and Cloud Platform product and services portfolio. 
• Collaborating and aligning with the other key GTM stakeholders like sales, pre-sales, regional A&C Team and product management
• Develop strong sustainable relationships with Oracle sales teams and foster a culture of strong pro-active teaming with A&C
• Facilitate the completion of individual business plans for all assigned partners to meet or exceed assigned business and revenue goals
• Work 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 A&C standards
• Monitor partners’ business results, making recommendations for improvements to increase penetration and expand coverage for the strategic partners
• Develop heat map identifying financial services 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 Technology and Cloud Platform  line of business

 

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 (incl. AWS, Azure, and Google Cloud Partners)
• Experience in selling Technology and Infra Cloud Solution across ASEAN is highly desirable

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.