The Partner Acceleration Manager is responsible for driving partner-enabled growth across Oracle’s State and Local Government and Higher Education business, with a primary focus on indirect opportunity management through partners. This role supports Oracle Cloud Infrastructure (OCI), Data Platform, SaaS offerings, and Apps Unlimited by helping partners identify, develop, advance, and close business opportunities. The Partner Acceleration Manager also plays a key role in partner development, marketing coordination, pipeline generation, and deal management to increase partner productivity and accelerate revenue growth.
Opportunity and Deal Management
- Manage and facilitate the indirect deal process for partner-led opportunities from qualification through close.
- Work closely with partners, sales teams, and internal stakeholders to ensure timely progression of opportunities.
- Support deal registration, pricing requests, approvals, and issue resolution as needed.
- Help coordinate pursuit strategy, account mapping, and opportunity alignment across Oracle and partner teams.
- Track opportunity status, identify deal risks, and drive actions to remove blockers and submit forecasts weekly
Partner Development and Enablement
- Build and maintain strong working relationships with strategic partners in the SLED and Higher Education markets.
- Support partner business planning, joint go-to-market execution, and capability development.
- Identify partner strengths, gaps, and growth opportunities to improve overall partner performance.
- Collaborate with partners to increase their understanding of Oracle solutions, industry value propositions, and selling motions.
- Encourage partner adoption of Oracle programs, tools, and resources.
Marketing and Demand Generation
- Collaborate with marketing teams and partners on joint campaigns, events, and field marketing programs.
- Support creation and execution of partner-led demand generation activities to build awareness and drive qualified pipeline.
- Work with internal teams to align campaigns with market priorities, solution themes, and target accounts.
- Help develop messaging and content that supports partner positioning for OCI, Data Platform, SaaS, and Apps Unlimited.
- Measure campaign and event outcomes to assess pipeline impact and partner engagement.
Pipeline Generation and Growth
- Drive pipeline creation through partner engagement, account planning, and opportunity identification.
- Support partner-led prospecting and pipeline acceleration efforts within target accounts and market segments.
- Monitor pipeline health and work with partners and sales teams to identify expansion opportunities.
- Ensure partner-generated opportunities are properly qualified, tracked, and advanced through the sales cycle.
- Contribute to revenue growth by increasing partner-sourced and partner-influenced pipeline.
Cross-Functional Collaboration
Serve as a liaison between partners, sales, marketing, operations, and product teams.
Collaborate with Oracle field sales and leadership to align partner activity with business priorities.
Provide regular updates on pipeline progress, partner performance, and market feedback.
Support forecasting, reporting, and business reviews related to partner activity and opportunity progress.
5+ years of experience in partner management, channel sales, business development, or alliance management.
Experience supporting complex sales cycles and partner-led deal management.
Knowledge of public sector or higher education markets preferred.
Familiarity with cloud technologies, enterprise applications, data platforms, and/or SaaS solutions.
Strong communication, relationship-building, and project management skills.
Ability to manage multiple priorities in a fast-paced, cross-functional environment.
Preferred Qualifications
- Experience working with Oracle technologies or comparable enterprise software ecosystems.
- Background in marketing programs, demand generation, or partner campaigns.
- Proven ability to build pipeline and support revenue growth through indirect channels.
- Understanding of SLED procurement cycles, partner motions, and account strategies.
Success Metrics
- Partner-generated pipeline growth
- Deal progression and close rates
- Partner engagement and enablement outcomes
- Marketing campaign contribution to pipeline
- Timeliness and quality of opportunity management
- Revenue impact across OCI, Data Platform, SaaS, and Apps Unlimited
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: $133,000 to $217,700 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