Oracle Director of Alliance and Channels, North America: Energy & Water Global Industries Business Unit in Olympia, Washington
Who are we?
Oracle Energy and Water (Utilities) Thrive in a sustainable, affordable energy and water future. Deliver outstanding customer experiences, improve energy efficiency, and manage networks and assets so you can deliver essential services to your communities every day.
The North American Alliance & Channels Lead is accountable and responsible for implementing commercial and strategic relationships with organizations in accordance with the company's overarching objective, goals and strategies. In this role you will be responsible for building long term, strategic relationships with a set of named and vertical business alliance partners. This individual will need to create deep collaboration and partnerships with key internal partners (e.g., product, sales, and marketing) to deliver revenue through co-selling motions. This role and team are charted to drive strategic growth and implement programs to support the our growth targets, while creating an elevated partner and customer experience when engage with Oracle.
*There is a mandatory requirement that the candidate has direct and relevant A&C experience.
Key Activities Include:
Facilitates the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with North American based Partners to find 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 manage relationships with global counterparts to demonstrate corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partner business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational partner concern 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. Strong ability to influence thinking or gain acceptance of others in sensitive situations of commercial and operational importance.
Drive the development of the multi-year partner business plans, including partnership goals, strategic solution offerings and sales/partner GTM plays. Helps resolve investments, talent & ecosystem development, marketing programs, and target accounts.
Work with GTM and Sales leadership to drive engagement and creation of Originated and Co-Sold Pipeline
Expand License and SaaS Revenue at through focused attention, planning, and investment
Drive market activation of solution offerings across target domains and EWGBU industry sectors
Provide oversight of the alliance including review and approval of regional go-to-market strategy, partner management and business plan reviews
Own all communication and activation across Oracle and with the partner to effectively enable the teams on the strategic GTM plays, marketing campaigns, case studies, and offerings
Lead overall partner governance, relationship mapping, and collaboration across the Partner, Alliance team(s), Oracle leadership, partner success, partner marketing, and customer success teams.
Continuously monitor and report on progress on business plan goals, risks, achievements, and other partner success critical metrics.
Demonstrate business value for the Partners, Alliances, and Channels to make solutions investments to enable them to sell and deploy Oracle solutions
Help to demonstrate and secure sponsorships and investments at key Oracle events
At Oracle, we don’t just value differences—we celebrate them. We’re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion.
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.
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range: from $138,000 to $232,300 per annum. May be eligible for equity and compensation deferral. Eligible for commission with an estimated pay mix of 60/40 - 80/20.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
Medical, dental, and vision insurance, including expert medical opinion
Short term disability and long term disability
Life insurance and AD&D
Supplemental life insurance (Employee/Spouse/Child)
Health care and dependent care Flexible Spending Accounts
Pre-tax commuter and parking benefits
401(k) Savings and Investment Plan with company match
Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
11 paid holidays
Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
Paid parental leave
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.
When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.
We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.
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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
* Which includes being a United States Affirmative Action Employer
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