Oracle Senior Director, Alliance & Channels - ANZ in Sydney, Australia
Senior Director, Alliance & Channels - ANZ
Alliances & Channels is responsible for Oracle software, hardware and cloud services channel development and partner management. It covers indirect business transactions associated with various partnership roles such as SI, MSP, reseller and distributors.
Oracle is hiring a Senior Director to lead our Alliance and Channel team for ANZ. The head of A&C in ANZ is responsible for developing and driving channel strategy, establishing partner eco system for Oracle channel to cover the entire market with focus on the commercial board market. Head of ANZ A&C also leads the development and management of long term strategic relationship with key partners by establishing Partner capability and capacity re Oracle solution skill-set to meet the Oracle market demand. This includes implementation resources on Oracle Cloud solutions. Head of ANZ A&C is accountable for meeting / exceeding indirect revenue targets for software, hardware & Cloud Services. He/she is a member of the ANZ regional SLT as well as APAC A&C SLT
Responsibilities will include
Drives the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals.
Actively tracks joint sales pipeline and meet or exceed quarterly and annual revenue targets.
Develops and maintains relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards.
Monitors partner’s business results, making recommendations for improvements to increase penetration for the strategic partners.
Establishes rules of engagement and operational escalation procedures to quickly identify and resolve issues.
Skills and knowledge required
Qualified candidates for this position should have minimum of 15 years direct and indirect sales experience.
A strong background in Channel and Alliances management
Competitive product knowledge
Compatible interpersonal skills and multi cultural sensitivity
Ability to adapt to a rapidly changing, progressive organisation
Ability to work independently and without direct supervision
Strong verbal and written communication and training skills
Ability to confidently communicate at multiple organisation levels – including C-Level
Strong ability to influence people and align remote teams to achieve agreed goals and objectives
Creative and innovative thinking
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.
Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important.
Job Type: Regular Employee Hire