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Gurgaon

    Principal Alliances Consultant - Gurugram, India - Oracle

    Oracle
    Oracle Gurugram, India

    3 weeks ago

    oracle background
    Regular Employee
    Description
    Builds long term, strategic relationships with named and vertical business alliance partners in Public Sector
    - 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 for Public Sector.
    - 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 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.

    The Oracle Partner Director is a senior leader that owns overall leadership for Oracle Partner for Public Sector for Tech Cloud adoption and usage.

    - The KPD is the day-to-day senior Oracle executive responsible for success at the Key Partner.

    - The KPD is chartered to develop and drive execution of a multi-year KP strategy.

    - The KPD is also responsible for market-wide communication inside the Oracle global organization as well as all organizations within the Key Partner.

    - The KAD must develop deep Partner and industry knowledge and then influence the Key Partner and their customers through developing credible & relevant messaging and deliver it through broad executive relationships to align Oracle as a strategic Software Vendor of choice to enable key customer initiatives and transformations, increases customer satisfaction, and grow both Oracle and Partner revenues. SaaS growth and Tech Cloud adoption/usage will also be the key measurement metric for the role.

    - The KPD is Oracle's primary leader and sponsor for the Partner, responsible for overall Partner growth and satisfaction by managing key relationships and ensuring the partner and their customers achieve value from Oracle solutions. Key responsibilities include leading developing & owning the Partner strategy, aligning the sales team, driving effective partner management processes, tracking and communicating progress, and growing Oracle's revenues across the full breadth of Oracle products/solutions for the Key Partner.

    Key objectives of this job include:

    • Develop and align both the Partner and Oracle on a Multi-Year business plan with coverage across all of the key partner executive.
    • Grow Oracle's mindshare, cross-pillar revenue, and share of wallet with the Key Partner
    • Achieve business development targets and grow overall Co-Sell with the Key Partner
    • Understand the Key Partner business requirements and develop "tailored" Oracle Go To Market Plans to create market pull to the Partner and Oracle
    • Drive Successful Advocacy and references within both the Partner and Partner's Customers base
    • Work with the Key Partner to ensure they have the right skills, certifications and capacity to deliver on the market opportunity
    • Drive the right Cadence for success and Demonstrate measurable progress towards an "Oracle First" relationship

    Career Level - IC4

    • Develop and maintain the multi-year strategic plan for the Key Partner to meet or exceed objectives and Oracle sales goals. Revise the Partner strategy and plan to ensure they fit the continuously changing key Partner needs and priorities.
    • Direct the Oracle team around execution of the strategy and plan by co-ordination and leadership of activities across the different pillars and other organizations
    • Influence and lead strategic planning efforts within sales, product and Global Alliances to to ensure Key Partner requirements are represented
    • Manage the overall interface between the Key Partner and Oracle personnel (including all sales, product specialists, consulting, support, channels and corporate functions) to ensure an effective alignment model and communications, and reporting cadence
    • Articulates both Oracle and Key Partner value proposition to C level management within both Oracle and the Key Partner
    • Develop and execute business development strategies with Key Partner and Gain agreement around key work streams aligned with their key business transformations and imperatives
    • Work with the Key Partner on executing agreed training strategies and plans to ensure growth in their overall Oracle Cloud skills and certifications at the right capacity to successfully deliver on the Market opportunity
    • Required Skills:
    • Leadership
    • Attention to Detail
    • Business Acumen
    • Communication skills
    • Conflict Management
    • Decision Making & Problem Solving
    • Influence and Persuasion
    • Integrity
    • Teamwork
    • Negotiation
    • Planning, Prioritizing & Goal Setting
    • Global Citizen
    • Relationship Management
    • Necessary Behaviours
    • Provocative
    • Problem Solving
    • Creativity
    • Focus
    • Organization
    • Manages Effectively across Organizational Boundaries
    • Effective Work Management
    • Escalation Management
    • Action and Outcome Oriented
    • Communicates Effectively
    • Manages Diverse Relationships
    • Inspires Others
    • Acts with Honour and Character
    • Open and Receptive
    • Personal Flexibility
    • Experience Requirements
    • 10+ years selling and account relationship management experience with major accounts or partners
    • 10+ years selling hardware and/or software
    • History and track record of achievement of revenue objectives
    • Track record of business/account plan development and execution
    • Cross-LOB team management experience - international team management is a plus. Undergraduate degree in business or a relevant field. Masters degree is a plus
    • Deep understanding of Cloud software and the space Oracle operates in.
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