Alliance & Channel Partner Digital Transformation Manager
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Alliance & Channel

Partner Digital Transformation Manager

An exciting opportunity exists to be part of a new team within an established, global organization whose Cloud solutions are entering a period of hyper-

growth. To support this growth in EMEA, Oracle has built a world-class alliance program for its SaaS Partners.

In this role you will act as a strategic advisor dedicated to our Partners working across pillars, ensuring customers achieve successful business results for our SaaS solutions through Partners and realize the full value of their investment with Oracle.

In addition you will guide our Partners to provide outstanding customer experiences through the use of our cloud platform and services.

You will be the trusted advisor our Partners rely on to provide best practice and knowledge on the Oracle Cloud solutions to their own customers.

Strong alliances with global and regional systems integrators and specialized partners are a vital element of our SaaS strategy and are essential for helping us deliver value and customer success to our mutual clients.

What will you do?

The role is focused on proactively working with Oracle SaaS Partners to help them win new SaaS subscription business, both by value and by volume of deals, and then successfully deploy those subscriptions leading to high levels of customer adoption and satisfaction.

An extremely close working relationship with LOB’s built on trust, experience and value creation will be essential to ensure the success of this role.

The 3 main missions assigned to you are :

1. Accelerate and Win more business with your Partners in close collaboration with Sales Teams :

  • Engage with C-Level Exec’s in partner organisations and act as an advisor to help accelerate their transition to the cloud and provide ongoing coaching for their successful transformation.
  • Drive all Partner SaaS activities and alignment either by geography or by Partner repeatable solution.
  • Align closely with Sales Teams to develop successful account strategies and make sure the right CEI Partners are attached to the opportunities early in the Sales Cycle.
  • Set objectives and manage partner relationships with a variety of meetings, KPI’s, quarterly business reviews.
  • Be very present at Partners and meet with all key business people regularly in order to identify with them new opportunities and help them and Oracle Sales Teams to win new SaaS projects.
  • Acquire Market and Product knowledge and be accountable to display a compelling Oracle Cloud competitive positioning to Partners.
  • Motivate Partners to invest in Oracle Cloud solutions and switch other Practices resources towards Oracle Cloud Practice.
  • Share pro-actively best practices within the Team in order to strengthen their capabilities to impact business.
  • Contribute as a local champion within Transverse Missions (i.e. CX, OMC, ERP, EPM, SCM, HCM, Public Sector, OD) to animate the Pillar Ecosystems, align A&C with the various Sales organizations and set a governance with Sales Leaders to monitor capacity versus demand and ensure high pipeline allocation to CEI Partners.
  • 2. Manage your Implementation & Adoption pipeline in close collaboration with ISM and CSM Teams :

  • Enable Partner organizations to engage effectively by ensuring that they have capacity and capability to work with Oracle to deliver successful SaaS projects to our prospects.
  • Develop and manage joint business plans and ensure that the partners meet CEI Program criteria by having the correct product certifications, contractual agreements and skills capability to implement successfully, ensuring high customer satisfaction.
  • Drive Cloud Excellence Implementer (CEI) Program enrollment, partner education, training, sales enablement, and joint solution programs.
  • Support process consistency, drive partners to produce high quality adoption plan and ensure excellence in project implementation.
  • Act as a trusted advisor in supporting your Partner in developing capacity through hiring and reskilling.
  • Work collaboratively across internal LOB’s (ISM, CSM, OC, Pre-Sales and Sales) to ensure successful partner implementations and customer advocacy.
  • Ensure Partners are updated on new product features, are able to communicate the message to their customers and have developed a roadmap to support their customers in implementations.
  • Evaluate and mitigate the risk when non CEI Partners are attached to opportunities.
  • Continuously monitor partner CEI Implementer Compliance and Performance, including monthly reviews with Partner.
  • Define, implement and monitor a Performance Improvement Plan with a Partner who consistently does not fulfil the CEI criteria.
  • 3. Celebrate and communicate around successful projects to drive Customer Advocacy

  • Drive a number of Go Lives agreed with your manager for each of your Partners.
  • Celebrate and communicate Partner Wins and successful Go Lives.
  • Create and communicate reference customers for partner business with a particular focus on customers’ testimonials in order to spread customers’ voice in the Market about successful Oracle Cloud projects and to help developing the Client Referral program.
  • Collaborate with Oracle’s Marketing team on Market & internal awareness of successful case studies to develop customer advocacy.
  • Be very visible, articulate and compelling on Social Networks like Twitter and LinkedIn and use these channels to communicate strongly on Partners references and Customer successes.
  • What skills and experience will you bring?

    It will be essential that you can demonstrate experience of working in a fast paced, ambiguous environment and remain agile but at all times focused to achieve your goals.

    This experience would ideally have come from being in a previous Business Development, Consulting, Software Sales, and / or Alliances role at a SaaS solutions provider.

    Clearly this success will have required that you have excellent communication skills, are well organized and a proven networker.

    You will have an entrepreneurial spirit and have the maturity to self-start and be productive in a distributed environment.

    It will be important for the individual to be a team player who, when needed, can work closely, and at times demonstrate leadership of a multi-

    functional team across Licence Sales, Pre-sales, Partners and prospects, and to work in a virtual environment.

    Proven ability to develop and cultivate lasting customer relationships with a diverse set of internal and external constituencies including senior level executives, legal, technical, finance, support, sales, and marketing experts

    Ability to lead cross functional business and technical teams to provide timely issue resolution

    Ability to create and sell business cases to internal and client audiences

    Willingness to take ownership in addressing escalations and rapidly sorting out any situations

    Team player who will work within the company to continue improving the way Oracle serves its clients

    Bachelor degree or equivalent experience in computer science, business, or related field.

    Excellent verbal, written and digital communication skills

    If you had prior knowledge of either CX, ERP or HCM Cloud solutions, this would be of benefit.

    Fluency in spoken and Written English & French

    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.

    As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made.

    This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).


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