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Oracle Alliances Consultant - Federal in Orlando, Florida

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.

Position Overview

The System Integrator Alliance Manager will be responsible for identifying,recruiting, enabling, and driving joint go-to-market strategies with aportfolio of Advisory, Global, and Regional System Integration partners. Thisrole will focus on helping Oracle Linux/cloud Native/DevOps achieve growthobjectives within the Federal Government Sector.

This individual will be responsible for the education andevangelism of Oracle Linux, virtualization and DevOps solutions for insertioninto new or existing government programs pursued and/or managed by the FSI(Federal Systems Integrator). It is critical that this candidate understand thesuccess factors that drive FSI technology decisions, possess a large base ofFSI business relationships and understand the FSI bid and proposal process. Ageneral but broad understanding of federal government departments and agenciesand how they use technology to accomplish their missions is highly desired.

Role & Responsibilities

-{PS..0}-> -{PS..1}->Develop a strategy toenable and engage existing SI partners and identify and recruit new SI partnersto achieve required growth objectives

-{PS..2}-> -{PS..3}->Develop and execute astrategic business plan that drives all aspects of partner portfolio resultsincluding executive interlocks, enablement, certification plans, solutiondevelopment, partner marketing, and demand generation.

  • Responsible for developing sales in the government markets by identifying new sales opportunities by contacting prospective SI s by cold calling, premise visits, networking, lead generation, proposal submission, and customer appointments in order to meet and exceed established sales and revenue quotas.

-{PS..4}-> -{PS..5}->Collaborate with teammembers in sales, marketing, finance, and legal to achieve desired outcomes

Required Skills and Experience

-{PS..6}-> -{PS..7}->Candidates musthave 3-8 years sales experience selling software to and/or through FederalSystems Integrators (FSI).

-{PS..8}-> -{PS..9}->Familiarity with the Federalmarket, technologies, and Systems Integrator ecosystem

-{PS..10}-> -{PS..11}->Experience negotiatingglobal strategic agreements and building successful go-to-market campaigns withAdvisory, Global, and Regional System Integration firms (Leidos, NorthrupGrumman, Accenture, Unisys, and others.)

-{PS..12}-> -{PS..13}->Proven track record ofdriving partner-sourced bookings via managed partners

-{PS..14}-> -{PS..15}->Successful experience ina quota-carrying role

-{PS..16}-> -{PS..17}->Deep understanding ofenterprise software, support.

-{PS..18}-> -{PS..19}->Cloud Native/DevOpsExperience Preferred

-{PS..20}-> -{PS..21}->Negotiation and conflictresolution skills

-{PS..22}-> -{PS..23}->Bachelor's Degree

Job: *Sales

Organization: *Oracle

Title: Alliances Consultant - Federal

Location: DC,DC-Washington

Requisition ID: 19000D7Y

Other Locations: United States