Oracle Global Channel Cloud Programs Manager in Herndon, Virginia
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.
Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence. Secondary education in Marketing or a related field preferred.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
Leads execution of channel cloud programs, and channel cloud sales initiatives driving partner revenue growth and improving the partner and customer experience. Channel programs will be focused on a broad range of partner success elements including but not limited to, training & enablement, certifications & badges, b2b order automation, streamlining and simplifying partner engagement processes, partner profiling & segmentation, etc. Sales initiatives will generally be focused on pipeline building, deal progression and revenue growth via partners.
In addition to execution, this role also identifies ongoing improvement based on partner feedback, external perspectives and regional market needs.
Collaborates with multiple stakeholders (WWA&C, Engineering, GBUs, Product Marketing) to assemble content for channel programs
Works cross functionally to implement cloud channel programs which enact channel strategy
Identifies key metrics and monitors ongoing program performance, making adjustments as necessary
Provides periodic updates on program performance to executive staff, including analysis of performance and recommendations of changes as necessary to improve program impact
Assesses partner sales / technical proficiency and readiness to execute against Oracle channel strategy on ongoing basis. Works with collaboratively with strategy team to design, develop and implement partner enablement initiatives, as required, to ensure Oracle channel strategies are achieved.
Collaborates with cloud product marketing and region stakeholders to design, develop and implement cloud go to market initiatives. Accurately sizes and requests budget as necessary to support such initiatives. Monitors progress and reports out quarterly in terms of execution status and ROI.
Other responsibilities as assigned
QUALIFICATIONS AND EXPERIENCE:
Bachelor s degree in business discipline
10 years experience in channel management/development/strategy with complex channel ecosystems
Proven understanding of channel and sales processes, systems, tools, including PRM/CRM
Proven strong analytical, interpersonal and communication (written and verbal) skills
Strong cross functional leadership skills, ability to facilitate change and engage others in execution of strategic goals
Proficiency in Microsoft Excel and PowerPoint applications
Comfortable working with field resources, C-Suite, and external business owners
Good presentation skills
Ability to handle negotiations effectively
Title: Global Channel Cloud Programs Manager
Location: United States
Requisition ID: 19000AMU