Manager, Partner & Channel Alliances

About the Role:

The Manager, Partner & Channel Alliances is responsible for business development and managing the Oracle Partner Channel Alliances. The Manager, Partner & Channel Alliances reports directly to the Sr. Director/Vice President for Oracle Public Sector Sales and interfaces with the following DLT teams: Oracle Sales, Marketing, Order Management, others as may be needed, and the following at Oracle: PartnerHelp, Channel Alliances, and Channel Managers to create and manage solutions and services for the DLT Oracle Partner & Channel Alliances team.

What You'll Do:

• Develop and maintain relationships with the Oracle Channel and Marketing teams.

• Manage and Mentor your direct report(s) of the Partner & Channel Alliances team

• Attend Sales and Channels meetings to structure deals properly to fit Oracle NSR Guidelines

• Maintain a complete understanding of Oracle’s licensing policies

• Manage the Channels and Rep relationships to help improve communications with Oracle and to better understand what Oracle is expecting on Non-Standard Requests (NSRs)

• Strategize with sales team to justify NSR approval requests to Oracle to support winning bids/proposals

• Sales operational management of Oracle Contract vehicles

• Actively manage complex and/or strategic opportunities

• Manage all Oracle Migrations (license types, license to cloud, etc.)

• Manage all Co-terms and License to Cloud conversion

• Manage ULA license agreements, Enterprise license agreements

• Manage Expansion and License assignments

• Build electronic carts in the Oracle Store for all Oracle orders

• Mentor and manage all new Sales Associates until they are trained and ready for a team

• Train reps on SMaRT (DLT’s opportunity management system)

• Train reps on NSR and all Oracle processes

• Train reps on all Oracle contract vehicles

• Monitor, manage, index and release new policy/procedures update and documents released by Oracle

• Contribute to key opportunities with sales and managers at both DLT and Oracle

• Proactively manage all the Oracle Certifications, training, and resell rights required for DLT’s Oracle Partner level

• Liaison between DLT Marketing and our sales team to properly manage events, generate and execute on call campaigns.

• Support The DLT Oracle Division proper structure of Oracle deals to help get proper approval levels and discounts

• Work proactively with Sales, Contracts, Operations, Finance etc. to manage deals and identify key milestones and potential issues

• Manage DLT’s Partner Membership with Oracle, to ensure we are compliant and that all agreements and addendums are up to date and valid

• Validate and/or create timely spreadsheets, for weekly forecasts and monthly on-premises license renewals

• Coverage for the DLT Oracle Division team during quarter closes and year ends, helping prepare Operating MOR packet, Deal Logs, procurement feed and keyword updates

• Act as the divisions SEWP and Omnia Partners expert

• Act as the division’s backup SMaRT expert

Daily Work Activities and Context

• Manage business operations for the DLT Oracle division at DLT

• Review Order Packets

• Process and submit orders to Client (or DLT Order Management)

• Act as the liaison between DLT Sales and Oracle’s Government Resell Programs Group and Channels sales team

• Work with sales and program management to ensure all price books are current through the CRM (SMaRT)

• Mentor and train sales associates

• Work with Marketing to arrange Oracle-lead partner enablement training

• Train reps on DLT systems and Oracle systems

• Review order packets

• Process and submit orders to client

• Coordinate with other functional areas of DLT business team to support client business

• Ensure all Oracle Supplemental Terms and Conditions are updated on DLT site and SMaRT

• Act as surrogate SEWP Champion and assist Sales in SEWP opportunities through the CHOP

• Other job duties, as assigned

What We're Looking For:

Minimum Qualifications

• Bachelor's degree and a minimum 3 years of sales or customer services experience

• Strong problem-solving skills with a demonstrated track record of success

• Strong interpersonal communication skills (both written and verbal)

• Proficient in Microsoft Office, especially Excel