Director of Oracle Alliance reports into Hitachi Consulting’s North America Integrated Business Development group, and is responsible for Hitachi’s overall alliance relationship with Oracle, complementing both field-level interactions as well as corporate-to-corporate initiatives.
Responsibilities include promotion and expansion of Hitachi’s portfolio of strategic Oracle initiatives, establishing and maintaining a co-sell and resell strategy, influence on investments in co-development, identifying opportunities for Oracle funded or co-funded marketing, and contributing to channel effectiveness in the Americas, EMEA and APAC.
· Conduct day-to-day management of the alliance in accordance with an alliance governance process
· Program manage achievement and maintenance of all OPN requirements towards OPN Platinum Partner status and desired Cloud Partner Program status
· Facilitate productive and routine field-to-field relationships between the two organizations
· Drive, in conjunction with the field sales organization, net new opportunities through the Oracle field sales organization
· Lead global strategic alliance initiatives, as agreed to with Practice Leadership
· Develop and manage an alliance cosell and resell strategy to support corporate sales targets
· Establish and maintain relationship maps and corresponding communication plan with key stakeholders
· Identify revenue and cost savings opportunities through alliance MDF and engagement funds
· Nurture partner-to-partner relationships to strengthen the position of the alliance with Oracle and/or customers
· Participate with the Oracle Practice leadership team to establish and drive the overall practice strategy.
· Facilitate regular quarterly and annual executive business and alliance reviews
· Engage and direct marketing support to assist in the development of GTM programs
· Team with service delivery personnel to effectively execute sales cycles requiring alliance support
· Participate actively in a go-to-market activities where alliance influence is required
Essential Duties and Responsibilities:
· 15% - Manage the Oracle alliance including partnership status requirements, communications and strategy
· 25% - Oversee alliance influence revenue recognition including cosell, resell, MDF and other measures
· 35% - Field alliance management and development of joint solution programs to drive net new business
· 25% - Drive strategic initiatives consistent with practice strategies/plans and corporate objectives·
Qualifications
Essential Education, Skills, and Environment:
· Bachelor's degree in business, sales or marketing; advanced degree in business or marketing desirable
· Minimum of eight years with service sales experience with five or more years of field sales and/or marketing
· Five or more years of business development management experience
Specialized Knowledge or Skills:
· Prior Oracle experience a must. Prior employment with Oracle desired
· Excellent business development skills in business-to-business technology sales with the ability to effectively direct business development tasks in order to maximize revenues and profits
· In-depth knowledge of sales principles and practices. Must work collaboratively with service delivery personnel
· Excellent time management, communication, decision-making, presentation and organizational skills
Travel:
· Regular and expeditious travel throughout the United States and occasionally overseas is required to meet client needs and timetables
· Available to be stationed at and work from an out-of-town client or alliance site for an extended period of time
Send To A Friend
Posts
