Alliances Consultant 4
Oracle
Bengaluru, IN,India, IN
3d ago

Preferred Qualifications

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 :-

  • Aid the  territories  for achieving it’s new business goals with specific measurements around revenue, coverage, pipeline development, product mix with the highest levels of integrity.
  • Demonstrate sound business acumen in the development of SI’s which resonates with Oracle policy in working with partners.
  • Builds financially sound, executable, revenue-driven partner business plans that are documented and agree on conditions of satisfaction with managed partners in assigned territory.
  • Drive development of MySQL practice within the SI with the goal of making it the preferred open source DB for both on premise and cloud deployments.
  • Conduct sales forecasts, planning, demand generation, deal strategy development and trend analysis.
  • Identifies and drives execution of breakthrough growth initiatives
  • Marketing fund planning and execution
  • QBR (Quarterly Business Review) meeting with key channels.
  • Typically 10 - 12 years of relevant experience.
  • Broad knowledge of database and software business ideally with open source software.
  • Strong experience and relationships with Indian SI community mentioned above.
  • Strong experience in driving  go-to-market strategy/activities  at scale.
  • Strategic Sales Planning & Implementation  - Orchestrates the development of strategic initiatives to advance market share/penetration and achieve profitable growth.
  • Competitive Positioning/Strategy  - Uses competitive intelligence in account planning and sales activities to develop counter strategies.
  • Problem Solving  - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
  • Excellent verbal Communication skills -  Able to communicate effectively across multiple levels.
  • Excellent analytical thinking, analysis, and problem solving skills.
  • Ability to communicate abstract ideas clearly and independently manage complex project objectives.
  • Very strong verbal and written communication skills, including negotiation, presentation, and influence.
  • 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.

    Job

    :Sales

    Location

    :IN-IN,India-Noida

    Other Locations

    :IN-IN,India-Bengaluru, IN-IN,India-Mumbai

    Job Type

    :Regular Employee Hire

    Organization

    :Oracle
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