Oracle Alliances Senior Director in Singapore, Singapore

Alliances Senior Director

Preferred Qualifications

The Channel Senior Director is part of the Alliances and Channels Team for APAC and reports to the SVP, Alliances and Channels for APAC. He/she is expected to work closely with the extended Line of Business and Regional Channel teams to:

  1. Establish, nurture and sustain a Cloud Platform Managed Partner(CPMP) partner eco system to promote, sell and be capable to implement PaaS and IaaS projects. These CPMP must be able and willing to provide meaningful and reasonable Rapid Start Services that may be promoted with any PaaS-IaaS deals and be able and willing to have dedicated specialist who are certified on Oracle’s PaaS and IaaS products;

  2. Design & drive CPMP program to establish a set of capable Oracle Tech Cloud partner eco system for Oracle cloud adoption, migration & implementation with customer success.

  3. Work with the LOB and regional channels and sales teams to map partners coverage to support their go-to-market plans and account coverage and to drive key partner initiatives to drive, support and increase product coverage in the market both in terms of mindshare and wallet share;

  4. Work in collaboration with, but with distinct segregated responsibilities, the regional ISV team to target a set of ISVs to be tested and migrated onto the Oracle PaaS-IaaS;

  5. To provide regular review updates and reports on the state of the channels business from the PaaS and IaaS program perspective;

  6. To establish a set of capable Managed Services Provider Partners across APAC to provide MSP services to strategic customers across APAC so that their Oracle and Non-Oracle workloads can be lifted and shifted to our Oracle PaaS-IaaS platform.

KEY RESPONSIBILITIES

Cloud Platform Managed Partner(CPMP)

  • Establish joint business plans with a set of Cloud Platform Managed Partners committed to specific product, SalesPlays/Use Case coverage and market segmentation and the necessary support, enablement and go to market plans to meet the expected revenue targets for each partner

  • Conduct regular review of execution of business plan and achievement of targets

  • Drive these partners to implement Oracle cloud platform technologies with success

  • Drive these partners to meet expected revenue targets consistently quarter on quarter

  • Facilitate and drive these partners to participate actively in partner advisory boards to gather feedbacks on the products and to get the latest updates on the products ahead of all the other partners through regular organized product management meetings and reviews

MSP Partners

  • Identify and recruit 2 -3 potential MSPs in each region to be qualified and signed up with our Oracle MSP program providing managed services around Oracle PaaS and IaaS platform for both Oracle and non-oracle workload

  • Conduct regular review of execution of business plan and achievement of targets

  • Drive these partners identified to meet their specialization objectives

  • Drive these partners to meet expected revenue targets consistently quarter on quarter

  • Facilitate and drive these partners to participate actively in partner advisory boards to gather feedbacks on the products and to get the latest updates on the products ahead of all the other partners through regular organized product management meetings and reviews

ISV Partners

  • Identify, recruit, test and migrate a set of ISV partners (preferably for each industry category for ANZ, namely CMU, FSI, GEH and MrD to have their products to be ready to be deployed on Oracle PaaS and IaaS platform

  • Work with the Sales Consultant organization to ensure that timely and ready support is provided to the ISVs for their testing and migration

  • Work with APAC program team to ensure that the ISV testing and migration status are tracked and executed according to plans committed.

Product and Domain Expertise

  • Be committed to be trained and facilitated to be up-to-speed on all things PaaS and IaaS and act as the Subject Matter Expert to the other members of the ANZ Alliances and Channels team

  • Be able to do simple PaaS and IaaS product demonstrations without any assistance from sales consultants

  • Be able to articulate partner economy in the cloud for PaaS and IaaS products for Oracle

  • Provide field coverage for partner related activities that are defined and required by APAC from time to time for PaaS and IaaS products, as required.

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.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important.

Job: Sales

Location: SG-Singapore

Job Type: Regular Employee Hire

Organization: Oracle