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Oracle Senior Director Global Channel Strategy / Programs in Annapolis Junction, Maryland

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.

Provide 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.

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.

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POSITION OVERVIEW:

Leads development of business requirements, channel programs, and channel initiatives driving partner revenue growth and improving the partner and customer experience. Ensures plans are created to optimize route to market strategies that are aligned with company, sales and marketing growth objectives and aligned across all sales regions. Defines the overall program framework, partner segmentation, participation criteria and incentives strategies. Identifies ongoing improvement based on partner feedback, external perspectives and regional market needs.

PRINCIPAL RESPONSIBILITIES:

Collaborates with multiple stakeholders (WWA&C, Engineering, GBUs, Product Marketing) to identify channel program needs and to create channel strategy based on market opportunity and aligned to Oracle Strategy.

Works cross functionally to design, develop and implement channel programs to enact channel strategy.

Identifies key metrics and monitors ongoing program performance, making adjustments as necessary.

Provides periodic updates on program performance to executive staff, including analysis of performance and recommendations of changes as necessary.

Assesses partner sales / technical proficiency and readiness to execute against Oracle channel strategy on ongoing basis.

Designs, develops and implements partner enablement initiatives, as required, to ensure Oracle channel strategies are achieved.

Collaborates with product marketing and region stakeholders to design, develop and implement cloud go to market initiatives. Accurately sizes and requests budget as necessary to support such initiatives. Monitors progress and reports out quarterly in terms of execution status and ROI.

Monitors partner profitability through a variety of feedback mechanisms including partner dialog, region feedback, 3rd party assessments/surveys and competitive assessments.

Makes recommendations annually as to structure and value of partner proposition available to partners by working with Oracle.

Other responsibilities as assigned...

PREFERRED QUALIFICATIONS AND EXPERIENCE:

Bachelor s degree in business discipline, MBA preferred

15 years experience in channel management/development/strategy with complex channel ecosystems

Proven understanding of channel and sales processes, systems, tools, including PRM/CRM

10 years experience of designing and developing channel marketing & operational programs

Strong strategist, with a good sense for practicalities and how to operationalize

Proven strong analytical, interpersonal and communication (written and verbal) skills

Demonstrates high degree of initiative and complex problem-solving skills

Strong cross functional leadership skills, ability to facilitate change and engage others in execution of strategic goals

Proficiency in Microsoft Excel and PowerPoint applications

Comfortable working with field resources, C-Suite, and external business owners

Good presentation skills

Ability to handle negotiations effectively

Job: *Sales

Organization: *Oracle

Title: Senior Director Global Channel Strategy / Programs

Location: United States

Requisition ID: 19000OBM

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