The Industry Alliance Director works with Partners to identify net new opportunities and create pipeline through demand generation activities and target account selling strategies. Actively tracks joint sales pipeline and meets or exceeds quarterly and annual revenue targets. He/She will develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitors 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.
Responsibilities and Activities Include:
- Collaborate with partners to identify opportunities for joint innovation and account strategies, with a strong focus on pipeline generation.
- Drive strategic business discussions between Oracle sales teams and lead client partners at influencing firms such as Accenture, Deloitte, KPMG, PwC, and other Global/Regional System Integrators to find or create mutual enterprise selling opportunities.
- Bring to the role, develop, and maintain a strong network of influential contacts at Global SI and Regional SI firms and connect appropriate Oracle executives with these individuals to identify or create transformational opportunities in Oracle’s North America accounts.
- Be the trusted advisor to the Oracle sales teams to identify business challenges and then align the right Oracle partners who can provide the expertise or needed solutions to help close the opportunity.
- Coordinate with select partners to develop solution-oriented go-to-market activities and multi-touch demand generation campaigns.
- Facilitate partner trainings, enabling them to present Oracle solutions effectively.
- Conduct industry briefings, bringing insights and perspectives from partners to Oracle sellers.
- Work with implementation partners in driving joint customer reference activities based on successful implementation delivery and business case validation.
- Oversee forecast calls, QBRs (Quarterly Business Reviews), and cadence management for both partners and internal teams.
- Ensure efficiency and alignment within the Integrated Industry Model by collaborating with GTM Strategy, BDC, Marketing, and Partner Success Teams.
Detailed Job Description & Requirements:
- Build long-term, strategic relationships with named and vertical business alliance partners to drive Industry applications, OCI and Data Platform sales with North American customers.
- Facilitate the development of strategic business plans for all assigned partners to meet or exceed assigned business goals.
- Work with Partners to identify opportunities, build net new pipeline and create demand through lead generation activities and target account selling strategies.
- Actively grow, track joint sales pipeline, and meet or exceed quarterly and annual revenue targets.
- Serve as a subject matter expert on industry sales cycles, partner solutions, and competitive landscapes.
- Lead joint account planning and co-selling initiatives to achieve revenue growth targets.
- Develop and maintain relationships with global SI and SI counterparts to leverage corporate initiatives and ensure adherence to corporate standards.
- Manage partner business results, make recommendations for improvements to increase joint selling opportunities for strategic partners.
- Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
- Demonstrated track record developing and driving Partner account activity.
Required Skills Include:
- Exceptional relationship management and influencing skills, with the ability to build trust across diverse teams and stakeholders.
- Strong strategic planning and analytical skills to identify new business opportunities and drive joint success.
- Excellent communication and presentation skills, capable of engaging both technical and business audiences.
- Ability to facilitate business discussions with executive level individuals and articulate the value proposition of partnering with Oracle.
- Senior individual with ability to multi-task in supporting numerous sales representatives and sales managers with partner activity.
- Strong sales or business consulting background with experience working with system integrators.
Experience:
- Proven track record of success in strategic alliance management, industry partnerships, or a related role.
- Extensive experience in managing micro-industry or enterprise-level partnerships with top-tier partner organizations.
- Deep knowledge of industry-specific solutions, sales cycles, and competitive landscapes.
- Prefer strong sales, consulting, and alliances experience.
Education:
- Bachelor’s degree in Business, Marketing, or a related field (MBA preferred).
Disclaimer:
Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range in USD from: $125,000 to $207,300 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 70/30 - 80/20.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
- Medical, dental, and vision insurance, including expert medical opinion
- Short term disability and long term disability
- Life insurance and AD&D
- Supplemental life insurance (Employee/Spouse/Child)
- Health care and dependent care Flexible Spending Accounts
- Pre-tax commuter and parking benefits
- 401(k) Savings and Investment Plan with company match
- Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
- 11 paid holidays
- Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
- Paid parental leave
- Adoption assistance
- Employee Stock Purchase Plan
- Financial planning and group legal
- Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
Career Level - IC4