Oracle’s MySQL GBU is looking to hire an alliance manager to develop and manage alliance with a few SI’s that operate in the English speaking markets of APAC which include Australia, New Zealand, India, Singapore and some other smaller ASEAN countries. The primary role of this position is to create new business opportunities for MySQL with these SI’s. It is expected that most of the SI’s will be based out of India. The SI Alliance Manager leads the business through their managed partners. The role is accountable to create and drive revenue opportunities and managing the overall business partnership, defining and aligning sales plays for GTM execution and enabling strong joint sales motions with the chosen partners. This includes building and sustaining executive-level relationships, effectively managing the opportunity pipeline, directing and aligning opportunities with field sales, including supporting the adoption of channel and developing a robust MySQL practice that is interlocked with other open source initiatives from these SI’s. The role will also focus on making sure that MySQL is embedded in any IP that is being developed by the SI’s.
This role will also identify and address current gaps/growth opportunities in initiatives, programs, and practices regarding engagement with the chosen partners and make recommendations for improvement. The individual will be expected to have good software sales knowledge, alliance management, partner management and relationships with the SI’s that are based out of India such as Infosys, TechM, TCS, DXC, Wipro and a few others. Success will be measured through opportunity conversion to revenue by geography, execution of initiatives including field sales enablement and creation of an active MySQL practice within the SI’s.
Key responsibilities :-
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.
Other Locations:IN-IN,India-Bengaluru, IN-IN,India-Mumbai
Job Type:Regular Employee Hire