Delivering innovation and customer success is at the heart of everything we do, and Oracle’s partner ecosystem is critical to achieve this.

Our Cloud partners are trusted advisors and experts in building, selling and delivering value-added services for Oracle Cloud Technology. Oracle’s Alliances and Channels strategy is customer-focused and Cloud-first driven. It accelerates the transition to the Cloud while driving superior customer experience and business outcomes. With Oracle Cloud technologies, Customers have a unique and unmatched proposal to either fully invest their business in the Cloud space or extend into a hybrid model seamlessly. Oracle offers an unparalleled opportunity to get fully immersed into the Cloud theme across all stacks (IaaS, PaaS and SaaS) and solve our client’s most complex technological challenges.

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Key Responsibilities
As an agent of rapid growth, the Leader of Tech Cloud for our Alliances and Channels (A&C) business for west region (list countries here), will continue to drive and deliver on the go-to-market partner eco-system model to grow Oracle Tech Cloud business and partners, equipping customers with the solution that best supports their needs.

Together with your Manager(s) and Partner Sales Alliance Managers, you will be accountable to drive the OCI consumption acceleration, through your Managed partners, in collaboration with our Cloud Field Sales teams, to OCI existing customers as well as driving new logos to OCI platform.

As a senior member of EMEA Technology Alliances & Channel team, the ideal candidate will work in concert with Field Sales and Business Development to accelerate, engage, recruit the best-in-class Cloud eco-system, land A&C strategy to make Oracle Cloud Infrastructure (OCI) partners successful, and drive OCI footprint expansion to new partners and new customers and new solutions areas.
The A&C Regional Lead will structure and execute a strategy to engage and activate partners to build on the value OCI brings to its customers and partners, drive incremental business for our partners and grow our ecosystem.

Key responsibilities:

As the A&C Cloud West leader, you are accountable for building your Cloud partners short and long-term strategy, and lead your teams to achieve and exceed your business objectives and driving incremental value to our partners for Oracle customers

•   Initiate and develop strong, sustainable, trusted advisor-oriented relationships across Oracle senior management, industry practice leaders, technology and client team leaders that can be leveraged to create new opportunities in Oracle's ecosystem and growth targets
•    Work in unison with internal stakeholders to leverage synergies and relationships that foster a culture of pro-active teaming across Oracle Sales, Pre-Sales and Business Development at regional and global levels
•    Define a Tech Cloud GTM strategy including partner recruitment and partner technical enablement by creating the demand, promote awareness and develop a certified ecosystem, to ensure successful customers and partners business outcomes
•    Set mutually agreed objectives based on customer needs; 'make the market together' and define the corresponding joint investments required
•    Manage and coordinate global Strategic Alliances and Partnerships to support growth objectives
•    Align to the global strategy: execute initiatives in region, drive sales alignment such as account planning, RFP responses, and utilizing sales plays that can be leverages across different markets
•    Prioritize Oracle resources and investments per partner category, based on global strategy and ROI balancing existing partner ecosystem and new partners 
•    Identify the messages and value propositions to be used for demand generation with the Partner community 
•    Ensure sound mutually agreed partner business plans and a structured governance based on joint performance indicators (KPI) and key accounts results
•    Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues

Preferred Skills and Experience
•  Superior Sales and Business Development leadership and Senior Management skills, including leading a senior leadership team across EMEA countries and proven capabilities to excel in building strong teams in a multicultural environment
•   Be recognized as an Industry/ Cloud technologies Spokesperson
•   Proven 10+ years of successful experience in sales, business development or channel leadership positions 
•    Deep understanding of Cloud economics, Partners business models in the Cloud. An understanding or direct experience with another Cloud vendor is a plus.
•    Strong business acumen, planning and execution skills - relevant Master of Business Administration Education 
•    Excellent at building businesses in a fast-paced environment, as well as, driving results in a complex matrixed organization
•    Comfortable dealing with ambiguity and be an agent of change
•    Ability to drive a culture of accountability, execution and business outcome orientation
•    An energetic and enthusiastic leader to lead teams to the Cloud acceleration journey
•    Excellent written, presentation and interpersonal communication skills

Leadership Competencies
•    Performance, drive, and execution—Holds self and others accountable for delivering shareholder value.  Creates and instills a performance driven, results-orientation culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.
•    Collaboration—Fosters collaboration between business leaders.  Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues.  Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes.  Aligns strategic priorities of own area with the direction and priorities of the broader organization.
•    Communicating for impact—Ensures clarity around organization's strategic intent and business objectives.  Champions strategic initiatives in ways that generate organization-wide understanding and support.  Builds confidence and inspires support through a convincing presentation style.
•    Inspirational leadership—Establishes and models authentic leadership across internal and external boundaries.  Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.
•    Competitive edge—Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions.  Builds long-term business value.  Creates a culture of innovation and encourages entrepreneurship.  Strategically develops a range of options/paths to achieve business objectives within a changing environment.
•    Change agility—Initiates strategic change initiatives in anticipation of a changing external environment.  Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment.  Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others
•    Mastering complexity—Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries.  Creates an environment of personal accountability and ownership for problem-solving.

Education
A Bachelors’ degree is required.  An advanced degree is a plus.

A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work. 

At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.

https://www.oracle.com/corporate/careers/diversity-inclusion/

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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.

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. Ability to influence thinking or gain acceptance of others in sensitive situations important.

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).