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Oracle Strategic Alliance Director in Albany, New York

Strategic Alliance Director

Preferred Qualifications

As part of Oracle Corporation

within the NetSuite Global Business Unit (GBU), this role is responsible for

creating and assisting with the execution of multi-year business plans with

Regional and Global Systems Integrators as well as Regional and Global

Business/Strategy/Management Consulting/Advisory/Selection Firms that are part

of NetSuite's Alliance Partner Program ("Alliance Partners").

In addition to working with existing Alliance Partners, this role is also responsible

for recruiting and onboarding new Alliance Partners into NetSuite's Alliance

Partner Program. This role leads new partner contract negotiations,

renews partner agreements, shares the NetSuite GBU's strategy and product value

propositions with the Alliance Partner's senior level management and sells

education services to the Alliance Partners. This role is also

responsible for driving expansion of the partner's NetSuite delivery and

business consulting practice on a regional and global scale and assists with

introducing Alliance Partners into new territories. The role also fosters

internal NetSuite GBU support of the Alliance partnering strategy and works

with the Alliance Partners to increase awareness of NetSuite inside of the

partner's company and enabling the Alliance Partner to develop unique industry

joint offerings. The function works closely with the Alliances Business

Development team to track, consolidate and report Alliance Partner influenced

revenue to management on a regular basis. The role is tightly aligned

with marketing to increase internal and external exposure of the Alliance

Partners as well as is responsible for selling event sponsorships to these

partners.

This rolerequires :

  • Business acumen to fully

understand the Alliance Partner's business model.

  • The ability to work with

Alliance Partner's senior level management to affect change to the Alliance

Partner's business model to achieve greater alignment with the revenue goals of

the NetSuite GBU.

  • The ability to recruit new

Alliance Partners, including the ability to explain the strategies of the

NetSuite GBU and the Alliance Partner Program to senior level management at a

recruited Alliance Partner.

  • Execution of Alliance Partner's

business plans, including the ability to independently follow the Alliance

Manager's capacity plan expansion goals to align with local sales growth.

  • The ability to work cohesively

within other parts of the NetSuite GBU enabling the partner to be successful

driving sustained recurring influenced revenue while driving Alliance Partner’s

services revenue.

6-12 years of experience

supporting/managing Regional and Global Systems Integrators and/or

Business/Strategy/Management Consulting/Advisory/Selection Firms along with a

bachelor’s degree or better is preferred.

JobDescription:

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.

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.

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.

Job: Sales

Location: US-IL,Illinois-Chicago

Other Locations: US-CA,California-San Mateo, US-CO,Colorado-Denver, US-MA,Mass-Burlington, US-TX,Texas-Austin, US-NY,New York-New York, US-CA,California-Santa Monica

Job Type: Regular Employee Hire

Organization: Oracle

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