Company: Oracle
Location: Genf, GE


Global Strategic Alliance / Partner Manager-19000VD1

Preferred Qualifications

The Global Strategic Alliance Manager for Oracle Linux Business Unit will be responsible for identifying, recruiting, enabling, and driving joint go-to-market strategies with a portfolio of Advisory, Global, and Regional System Integration & Managed Service Provider partners. This role will focus on helping Oracle Linux/Cloud Native/DevOps in achieving growth objectives across the commercial sector. This is a strategic role, with high visibility.

This individual will be responsible for driving Oracle Linux, Virtualization and DevOps solutions for insertion into specific SIs. It is critical that this candidate understand the success factors that drive Integrators and Service Providers technology decisions, possess a large base of Integrator and Service Provider business relationships and understand their bid and proposal processes.

Role & Responsibilities
  • Identify, select, engage and build long term business partnership with a selective list of few large and global System Integrators.
  • Develop and execute a strategic joint go-to-market business plan that drives all aspects of partner portfolio results including executive interlocks, enablement, certification plans, solution development, partner marketing, and demand generation. This will include the set-up of Specific Measurable Timetable Targets. Such targets to be shared and agreed with the relevant SIs.
  • Share the JGTM plans with all team members in sales, marketing, finance, and legal to achieve desired outcomes, and orchestrate regular and pro-active communication and update to all sales team members on business opportunities and initiatives. Open communication and governance will be key for success.
  • Regional and WW responsibility for designated SIs.

Required Skills and Experience

  • Candidates should have 8-13 years sales experience selling software to and/or through Global Systems Integrators and Managed Service Providers. Should have existing high level relationships with key SIs.
  • Familiarity with the infrastructure technologies used by GSI and MSP partners, and a firm understanding of the Systems Integrator ecosystem and organization including Business Practices (Horizontal/Vertical).
  • Business entrepreneur capabilities. Experience negotiating global strategic agreements and building successful go-to-market campaigns with Advisory, Global, and Regional System Integration and Managed Service Provider firms.
  • Proven track record of driving partner-sourced bookings via managed partners
  • Demonstrated successful experience in a quota-carrying role
  • Good understanding of key technologies and ICT trends. Deep understanding of enterprise software, support in the areas of Financials, Database Software, & Cloud Technologies
  • Cloud Native/DevOps Experience Preferred, or similar framework technologies
  • Negotiation and conflict resolution skills
  • Bachelor’s Degree
  • French Speaking

Detailed Description and Job Requirements

Develops third party sales channel and ensures partner achieve Oracle sales targets in the General Business space.

As a Channel Sales Representative you will pull partners into Oracle business opportunities and manage third party transactions resulting from the relationship. Identify and develop channel partners committed to selling Oracle products. Facilitate joint selling between channel partners and direct sales team. Increase revenue from partner sources and market share through a leverage partnering model. Identify and develop joint “go-to-market” strategies and lead generation opportunities. Provides accurate and timely management information and revenue forecasts. May educate partners in Oracle commercial practices. Maintains an understanding of Oracle technology and articulates Oracle propositions to partners and their customers. Manage transaction contracts, business practices, and deal booking issues. Work with marketing to plan marketing events for partners.

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. 8 years field sales experience to include 3 years channel sales experience. Strong sales/marketing skills including needs analysis, business justification, and closing methodologies. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. travel as needed. Bachelor degree or equivalent.

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).