Oracle Alliances Consultant 4 in El Segundo, California
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.
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 or any other characteristic protected by law.
A&C - Alliance Director Role Description Oracle Marketing Cloud (OMC)
The Alliances and Channels (A&C) Alliance Director (AD) will be an individual contributor role, reporting to the group manager of the A&C Business Development team.
The AD will utilize key partners (Sis, ISVs, and Agencies) for co-selling activities with their assigned piece of the OMC Sales team to drive a targeted percentage of the team s annual co-sell revenue goal. Further, the AD will utilize a Partner Priority Map to deeply engage with a priority subset of the overall partner ecosystem on various sales and marketing engagements that produces YOY growth and maximizes customer retention.
In this role, the AD will work collaboratively with internal organizations including A&C, OMC Sales, Solution Consulting, Marketing, Product Development, and Industry Solutions teams.
Actions and Accountabilities:
Educate and evangelize the partner ecosystem to your defined subset of OMC sales reps and managers. Understand the overall OMC sales strategy, and how the A&C-led initiatives contribute to the goals and priorities of the OMC Sales team.
Participate in team pipeline calls and Quarterly Business Reviews (QBRs).
Thoroughly understand OMC s product portfolio and partner ecosystem.
Build strong relationships with your assigned sales reps and key partners.
Work with the A&C Partner Management team and OMC Marketing to help create GTM and demand gen programs, events (executive dinners, webinars, road shows, etc.), and initiatives that will help drive incremental/new pipeline and co-sell in your region.
Report business results through established systems like GCRS and Partner Relationship Management (PRM) tools. This includes capturing and reporting of pipeline and co-sell results.
Meet individual co-sell revenue targets; assist where possible to help meet team co-sell targets.
Work closely with A&C Partner Management team (as needed) to plan, develop and implement joint GTM strategies.
Plans and carries out the demand generation activities to agreed to budgets, timeline and demonstrates ROI and net new OMC Sales pipeline results.
Identify product gaps and potential partner solutions that fill that gap, where appropriate
Desired Skills & Experience
Masters in Business Administration, Computer Science, Information Systems Technology or commensurate degree.
10 years of work experience in alliances and channels, selling solutions, partner programs or services to Fortune 2000 companies directly / indirectly. Previous marketing/ad tech/data software experience strongly preferred.
Proven experience working with/managing Partners and meeting/exceeding co-sell (channel sales) revenue targets.
Relationship Management - ability to build consensus and to work through others in achieving desired results and objectives with demonstrated autonomy to work in highly complex, matrix environments with multiple stakeholders and high degree of ambiguity. High level of common sense and figure it out IQ preferred.
Demonstrated track record of significant accomplishment in an Individual contributor or leadership role including successful development and management accounts/ programs/ projects in complex matrixed organizations with numerous constituents.
Strong business acumen and capable of developing and managing strategic plans with partners and sales.
Ability to present results and strategy to teams while considering variety of knowledge levels within audience.
Ability to effectively communicate daily performance by producing all necessary reports in an effective, timely and tailored manner.
Excellent writing, analytical and project management skills.
Excellent communication skills, strong listening and questioning skills.
Occasional travel to different partner and/or client locations globally.
Title: Alliances Consultant 4
Location: United States
Requisition ID: 17000NKT