Alliances Consultant 4 at Oracle (Gurugram, India)

Alliances Consultant 4 at Oracle (Gurugram, India)


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Location: Gurugram, India
Type: Full Time
Created: 2021-05-17 05:00:47

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Reporting to the India A&C SaaS leader and working closely with the Oracle ERPM Field Sales leaders, the ERPM Alliance Manager's mission is to align the India ERPM Partner landscape with the Oracle ERPM sales strategy and tactics, creating a powerful engine of System Integrators which can actively contribute to the short, mid and longer-term SAAS business, drive successful implementations and create further customer advocacy.

An instrumental piece to Oracles journey to regain SAAS market leadership, the India ERPM Alliance Manager main objectives include:

  • Define regional SAAS Partner strategy in collaboration with Sales Leaders
  • Develop the A&C SAAS Partner Managers community across North & West India
  • Be accountable for KPIs related to Partner engagement and performance

On the journey to success, the ERPM Alliance Manager is also accountable for the following elements:

  • Produce and maintain a SAAS focused partner map that is aligned with Oracle regional GTM strategy and is jointly agreed upon by all stakeholders
  • Identify coverage gaps and propose a plan to address those
  • Help partners defining and executing a SAAS business strategy that is meaningful to them and to Oracle
  • Foster Partners motivation and engagement to support Oracle SAAS business
  • Promote innovation (including cross pillars industry approach) in order to increase competitiveness
  • Drive ad hoc sales campaigns among the partner community (e.g. Installed Base, expansion, etc.)
  • Ensure partners are sufficiently skilled to perform qualitative implementations
  • Monitor open pipeline and work to increase win rates
  • Interlock partners with any Oracle resources that is critical to their business
  • Monitor and report Partners led implementation projects achievements
  • Collaboration and best practices sharing among the community of SAAS Partner Managers
  • Organize and drive a SAAS Sales Executive Partner Sponsorship program across the region
  • Assist Oracle India SAAS Sales Management with any partner related topic
  • Articulate a joint strategy with OC to better engage with Partners; implement a governance model to track progress.

Main business KPIs include:

  • Partner net contribution to the SAAS pipeline
  • SAAS Pipeline and closings Partners attach rate
  • Number of successfully implemented SAAS projects
  • Overall SAAS business results (ARR) driven with or from partners
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. Innovation starts with inclusion at Oracle. We are committed to creating a workplace where all kinds of people can be themselves and do their best work. Its when everyones voice is heard and valued, that we are inspired to go beyond whats been done before. Thats why we need people with diverse backgrounds, beliefs, and abilities to help us create the future, and are proud to be an affirmative-action equal opportunity employer. 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, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.