Oracle Alliances Consultant in Lexington, Kentucky
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.
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.
Our channel partners are critical to the HGBU s success and market share growth. This partner success management position will be responsible for implementing our channel partner strategy through the development, delivery and partner adoption of sales enablement and authorization programs and commercial incentives to drive existing and prospective channel partners success and growth. The Director of Oracle Hospitality Channel Programs will collaborate with HGBU regional Sales, pre-sales and consulting leadership to ensure that the right training resources, sales tools, pre-sales and implementation support programs are in place to accelerate our channel partners success in the independent and small chains market space. Additionally, working closely with these leaders and HGBU solution strategy, this position will develop and deliver incentives and readiness tools to equip partners to convert our indirect installed base to cloud and to drive new logo cloud business. This key member of the Client and Partner Operations team will ensure that the indirect channels are delivering growth as aligned to our strategic sales objectives.
Detailed Description and Job Requirements:
Drives the development and implementation of channel partner enablement and resell programs, sales readiness tools and pricing incentives to support partner success, with particular emphasis on HGBU Cloud solutions.
Develops and delivers training materials to enable internal partner-facing stakeholders and prospective and existing partners on HGBU channel go-to-market strategy, rules of engagement and operational policies and processes. Trains new partners, dealer managers, indirect order management team, approvers and other stakeholders as needed.
Drive requirements for and implementation of business practices, policies and programs needed to enable and support the channel business (collaboration with HGBU Sales Operations, GBP, Pricing, WW A&C, Support, Revenue Recognition, and other functional stakeholders required).
Manage partner order status reporting and Partner Transaction Center prioritizations to ensure timely booking. Deliver weekly order status dashboards to monitor linearity and progress against budgets by region.
Preferred Experience / Qualifications
A minimum of 7-10 years relevant channel strategy, sales enablement and business development experience with value added resellers in either the hospitality industry or broader Oracle SaaS solutions.
5 years knowledge and understanding of how to position and sell cloud services through resellers and the value propositions for resellers from our Cloud Services is important.
Exceptional ability to build and deliver compelling channel sales value propositions, programs, pricing strategies and initiatives to accelerate channel success and revenue growth.
Experience working with EMEA and JAPAC partners, customers and employees and an understanding of how to build global programs and initiatives that can be deployed locally is key.
Strong written, verbal, presentation and analytical skills.
This position can be remote.
Title: Alliances Consultant
Location: United States
Requisition ID: 19000LK0
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