Oracle Sr.Strategic Alliance Manager in Albany, New York
Sr.Strategic Alliance Manager
As part of Oracle Corporation within the NetSuite Global Business Unit (GBU), this role is responsible for creating and assisting with the execution of multi-year business plans with Regional and Global Systems Integrators as well as Regional and Global Business/Strategy/Management Consulting/Advisory/Selection Firms that are part of NetSuite's Alliance Partner Program ("Alliance Partners"). In addition to working with existing Alliance Partners, this role is also responsible for recruiting and onboarding new Alliance Partners into NetSuite's Alliance Partner Program. This role leads new partner contract negotiations, renews partner agreements, shares the NetSuite GBU's strategy and product value propositions with the Alliance Partner's senior level management and sells education services to the Alliance Partners. This role is also responsible for driving expansion of the partner's NetSuite delivery and business consulting practice on a regional and global scale and assists with introducing Alliance Partners into new territories. The role also fosters internal NetSuite GBU support of the Alliance partnering strategy and works with the Alliance Partners to increase awareness of NetSuite inside of the partner's company and enabling the Alliance Partner to develop unique industry joint offerings. The function works closely with the Alliances Business Development team to track, consolidate and report Alliance Partner influenced revenue to management on a regular basis. The role is tightly aligned with marketing to increase internal and external exposure of the Alliance Partners as well as is responsible for selling event sponsorships to these partners.
This role requires:
Business acumen to fully understand the Alliance Partner's business model.
The ability to work with Alliance Partner's senior level management to affect change to the Alliance Partner's business model to achieve greater alignment with the revenue goals of the NetSuite GBU.
The ability to recruit new Alliance Partners, including the ability to explain the strategies of the NetSuite GBU and the Alliance Partner Program to senior level management at a recruited Alliance Partner.
Execution of Alliance Partner's business plans, including the ability to independently follow the Alliance Manager's capacity plan expansion goals to align with local sales growth.
The ability to work cohesively within other parts of the NetSuite GBU enabling the partner to be successful driving sustained recurring influenced revenue while driving Alliance Partner’s services revenue.
6-12 years of experience supporting/managing Regional and Global Systems Integrators and/or Business/Strategy/Management Consulting/Advisory/Selection Firms along with a bachelor’s degree or better is preferred.
Detailed Description and Job Requirements
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.
Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 5 years of related experience. Secondary education in Marketing or a related field preferred.
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.
Location: United States
Other Locations: US-IL,Illinois-Chicago, US-CA,California-San Mateo, US-CO,Colorado-Denver, US-MA,Mass-Burlington, US-TX,Texas-Austin, US-NY,New York-New York
Job Type: Regular Employee Hire