Alliance & Channel Partner Digital Transformation Manager

  • Location:
  • Salary:
    negotiable / month
  • Job type:
    Human Resource / IR / Training & Development
  • Posted:
    16 hours ago
  • Category:
    Software Services | IT-Software
  • Deadline:

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, KPIs, 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 LOBs (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 Oracles 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 todevelop and cultivate lasting customer relationshipswith 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 RequirementsBuilds 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). JobSales LocationMA-MA,Morocco-Casablanca Job TypeRegular Employee Hire OrganizationOracle