Oracle Senior Director Global Channel Cloud Strategy / Programs in Cambridge, Massachusetts
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.
Leads development of business requirements,cloud channel programs, and cloud channel initiatives driving partner revenuegrowth and improving the partner and customer experience. Ensures plans are created to optimize routeto market strategies that are aligned with company, sales and marketing growthobjectives and aligned across all sales regions. Defines the overall program framework,partner segmentation, participation criteria and incentives strategies. Identifies ongoing improvement based onpartner feedback, external perspectives and regional market needs.
Collaborates with multiplestakeholders (WWA&C, Engineering, GBUs, Product Marketing) to identifychannel program needs and to create channel strategy based on marketopportunity and aligned to Oracle Strategy.
Works cross functionally to design,develop and implement cloud channel programs to enact channel strategy.
Identifies key metrics and monitorsongoing program performance, making adjustments as necessary.
Provides periodic updates on programperformance to executive staff, including analysis of performance andrecommendations of changes as necessary.
Assesses partner sales / technicalproficiency and readiness to execute against Oracle channel strategy on ongoingbasis. Designs, develops and implementspartner enablement initiatives, as required, to ensure Oracle channelstrategies are achieved.
Collaborates with cloud productmarketing and region stakeholders to design, develop and implement cloud go tomarket initiatives. Accurately sizes andrequests budget as necessary to support such initiatives. Monitors progress and reports out quarterlyin terms of execution status and ROI.
Monitors partner profitabilitythrough a variety of feedback mechanisms including partner dialog, regionfeedback, 3rd party assessments/surveys and competitive assessments. Makes recommendations annually as tostructure and value of partner proposition available to partners by workingwith Oracle.
Other responsibilities as assigned
PREFERRED QUALIFICATIONS AND EXPERIENCE:
Bachelor s degree in businessdiscipline, MBA preferred
15 years experience in channelmanagement/development/strategy with complex channel ecosystems
Proven understanding of channel and salesprocesses, systems, tools, including PRM/CRM
10 years experience of designingand developing channel marketing & operational programs
Strong strategist, with a good sensefor practicalities and how to operationalize
Proven strong analytical, interpersonaland communication (written and verbal) skills
Demonstrates high degree ofinitiative and complex problem-solving skills
Strong cross functional leadershipskills, ability to facilitate change and engage others in execution ofstrategic goals
Proficiency in Microsoft Excel andPowerPoint applications
Comfortable working with fieldresources, C-Suite, and external business owners
Good presentation skills
Ability to handle negotiationseffectively
Title: Senior Director Global Channel Cloud Strategy / Programs
Location: United States
Requisition ID: 19000OBN
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