Alliance & Channel SaaS Territory Manager

An exciting opportunity exists to be part of global Alliance & Channel organization where cloud solutions are entering a period of hyper-growth.

In this role you will be co-leading with Enterprise and Mid-Market Sales teams as a channel sales and strategic advisor to Oracle SaaS partner’s eco system. Building strong alliances with local and global systems integrators, leveraging on partners influence, realizing their full potential value for incremental pipe and growth.

In addition, you will be guiding our partners to provide outstanding customer experiences using our cloud platform and services. You will be the trusted advisor for partners to rely on to provide best practice and business solutions and industry knowledge to Oracle and prospecting customers.

What will you do?

• Accelerate, Influence and win more SaaS business with your partners in close collaboration with sales teams and supporting LOB’s
• You will be the focal point within Oracle, to drive all partner SaaS partners activities and alignment either by geography, or by Partner
• Engage with C-Level Exec’s partner organisations and act as an advisor to help accelerate their transition to cloud and provide ongoing coaching for their successful transformation.
• Align closely with all Oracle line of businesses to develop successful account strategies and attach the right partners to the opportunities early in the Sales Cycle
• Drive partners meetings with all key business people regularly in order to identify new opportunities and help partners and Oracle Sales Teams to win new SaaS business.
• Drive continuous coaching, guidelines and methodologies to ensure successful deployment of SaaS projects, leading to high levels of customer adoption and satisfaction.
• Build close working relationship with the sales organisation based on trust, transparency, experience, value and achievements. This will be essential to ensure the success of this role.
• Enable partner’s teams with the right capacity and capability to drive the whole sales cycle from start to finish
• Develop and manage joint business plans and ensure that the partners meet Oracle modernized OPN Sell criteria by having the correct product certifications, contractual agreements and skills capability to implement successfully,
• You will also set partners objectives, targets and manage partner relationships by an agreed-on business plan, KPI’s, Go-To-Market business plan, quarterly business reviews…etc.
• Evaluate and mitigate the risk with all partners who are attached to opportunities
• Contribute as a local champion and align A&C with the various Sales organizations and set a governance with Sales Leaders to assess partners sales capability, industry coverage and implementation capacity and ensure incremental pipe and business growth by all SaaS Partners.
• Drive joint SaaS business marketing activities with partners

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.

Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence. Secondary education in Marketing or a related field preferred.

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).