SaaS Partner Business Manager, EMEA SaaS Alliance & Channels (Denmark)

 

Oracle has a clear ambition to be No.1 in the SaaS applications business, to achieve this ambition we need SaaS Partner Business Managers to help drive a step change in SaaS revenue growth through energising, educating, and driving our partner ecosystem.

 

We need people who consider partner C-Level executives and client account leaders as peers. People that inspire with our ambitions in the SaaS and cloud technology market, so that our partner senior leadership are energised to invest and understand why Oracle? Why your Partner? Why now?

 

We need people (1) ready to develop the SaaS pipeline generated by partners, (2) expert and passionate in engaging with Sales and partners to create new joint value propositions, (3) able to leverage sales, marketing and business development skills and teams across Oracle. (4) utilising sales experience to drive the growth of our partners to influence our customers to select our solutions (5) ready to drive the partner relationship before (qualification), during and after (delivery, customer value & advocacy) as sales cycle – Do you want to be part of this exciting journey? 

 

We are looking for an experienced, self-motivated, enthusiastic, SaaS Partner Business Managers with excellent sales, marketing, alliance, business development, planning and execution skills to grow our Oracle SaaS business.

 

The KPI’s that your success will be measured by:

• Partner Influenced Annual Recurring Revenue (ARR)
• Percentage of regional pipeline created by your partners
• Published Story Hub content

 

Highlights for the role include:

• Customer (on-site)
  • Presenting why that partner(s), why in their industry.
  • Driving governance, tracking outcomes (accelerating advocacy)
• Partner (on-site)
  • 2-3 days on-site amongst your key stakeholders, energising and driving the planned pipeline growth and influenced ARR
• Sales
  • Partner strategy SPOC for large (>1M deals)
  • Industry governance, Joint account planning, Partner deal view feedback
• Alliances & Channels
  • Governance, X-Lob & global team engagement

 

Key Responsibilities

Working with an assigned Partner to:

1. Meet and inspire partner C-Level teams, pitch our corporate ambition in Cloud: Why Oracle? Why them? Why Now?
2. Understand the business of the partner. Seek to identify the key actors within the organisation, to then engage the appropriate Oracle resources to ensure Oracle SaaS preference
3. Agree on a joint business plan and targets, to be reviewed quarterly, agreeing target accounts and applicable Go-To Markets for pillars and industries
4. Engage and enable to allow the partner to create their own pipeline (to plan, by month, pillar and industry) 
5. Engage within sales cycles to ensure partner capability to influence revenue and block competition entry
6. Ensure the quality and content for the assigned Partners ‘Story Hub’ content (to plan, by month, pillar and industry) 
7. Being a trusted advisor of our sales teams, delivering value at all stages of the ‘supply chain to customer value’ (Pipeline, Qualification, Value Proposition, Closing and Handover). Advise on strengths, weaknesses, and level of influence our partners can bring
8. Enabling and support partners to ensure they influence customers to select Oracle
9. Ensure Customer, Partner and Oracle governance for all projects, including our CSM team. Accelerating our knowledge of the busines outcomes achieved and accelerating customer advocacy
10. Personal leadership for Alliances & Channels brand promotion – internally & externally. Share best practices and achievements regionally and globally

Key Attributes

• Self-driven, passionate, creative, dedicated and dynamic individual with a ‘can-do’ mentality 
• Experience and comfortable with GSI (Global System Integrator) C-Level interaction
• Results-oriented and experience of holding a direct quota carrying sales representative
• Creative & thinking out of the box, coming up with new ideas and approaches
• Experience of partner Demand Generation, design of joint value propositions
• Experience of business planning to develop pipeline building and sales strategy by account and by territory
• Results-oriented and able to engage in a sales cycle, offering input to the opportunity business case
• Experience of partner management throughout the ‘supply chain to customer value’
• Strong understanding of Software as a Service (SaaS) (min 5 years)
• Ability and/or willingness to work in a remote, non-routine and very complex work environment, involving the application of advanced technical/business skills
• Higher education in preferably either IT, Business, Economics or Marketing
• 10 years + proven sales experience in direct or channel environment
• Norwegian speaker
   

As part of Oracle’s employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable). 

 

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.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).