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Oracle Strategic Accounts Alliance Director in Cupertino, 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.

Strategic Accounts Alliance Director

The Strategic Accounts Alliance Director is responsible for driving joint partner sales activity with Oracle’s North America Application Sales team managing the Top 100 strategic accounts. This role requires an individual with strong sales, business development, marketing and business solution experience with large complex accounts. The role also requires experience with ERP and/or Supply Chain applications.

Responsibilities and Activities Include:

  • Drive strategic business discussions between Oracle sales teams and lead client partners at influencing firms such as Accenture, Deloitte, KPMG, PwC, or other Global System Integrators in order to find or create mutual enterprise selling opportunities.

  • Bring to the role, develop, and maintain a strong network of influential contacts at Global SI firms and connect appropriate Oracle executives with these individuals to identify or create transformational application opportunities in Oracle’s North America strategic accounts.

  • Be the trusted advisor to the Oracle sales teams to identify business challenges and then align the right Oracle application partners who can provide the expertise or needed solutions to help close the opportunity.

  • Coordinate with select partners to develop solution-oriented go-to-market activities and multi-touch demand generation campaigns.

  • Work with implementation partners in driving joint customer reference activities based on successful implementation delivery and business case validation.

Required Skills Include:

  • Strong interpersonal and communication skills to develop business relationships and solving complex problems.

  • Ability to facilitate business discussions with executive level individuals and articulate the value proposition of partnering with Oracle.

  • Senior individual with ability to multi-task in supporting numerous sales representatives and sales managers with partner activity.

  • Strong sales or business consulting background with experience working with system integrators and/or SaaS applications including ERP, SCM and EPM.

Detailed Job Description & Requirements:

  • Build long-term, strategic relationships with named and vertical business alliance partners to drive ERP, EPM and SCM SaaS application sales with North American customers.

  • Facilitate the development of strategic business plans for all assigned partners to meet or exceed assigned business goals.

  • Work with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies.

  • Actively grow, track joint sales pipeline, and meet or exceed quarterly and annual revenue targets.

  • Develop and maintain relationships with global SI counterparts to leverage corporate initiatives and ensure adherence to corporate standards.

  • Manage partner business results, make recommendations for improvements to increase joint selling opportunities for strategic partners.

  • Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.

  • Demonstrated track record developing and managing Global Partnerships and driving Partner account activity.

  • Prefer strong sales, consulting and sales channels experience.

Job: *Sales

Organization: *Oracle

Title: Strategic Accounts Alliance Director

Location: United States

Requisition ID: 210008CP

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