Sr Manager Global Alliance - Oracle/Salesforce

Job Description:

DXC Technology (NYSE: DXC) helps global companies run their mission‑critical systems and operations while modernizing IT, optimizing data architectures, and ensuring security and scalability across public, private, and hybrid clouds. The world’s largest companies and public sector organizations trust DXC to deploy services across the Enterprise Technology Stack to drive new levels of performance, competitiveness, and customer experience

Location: Remote with up to 50% travel.  Candidates within 25 miles of a DXC office are expected to work onsite two days per week.

Overview:   Maintains and manages ongoing strategic alliances, of a large scope, with Oracle/Salesforce counterparts, clients and related organizations. Leverages strategic relationships to provide enablement offerings in technology and solutions to global service delivery resources. Engages in both business development and solution development activities.

Essential Job Functions

• Cultivate and maintain relationships with strategic partners focusing on the development of key strategies to drive revenue growth, and customer value

• Define the partnership charter, value proposition, growth strategy and anchor team members and stakeholders to the strategy while ensuring the achievement of jointly agreed revenue targets and success metrics (KPIs).

• Be the voice to the partner and from the partner to build consensus, drive solution adoption and support program adoption efforts globally.

• Establish “Go-to-Market” (GTM) strategies to support sell-to, sell- with and solution development efforts with Oracle/Salesforce.

• Champion joint sales programs, in collaboration with regional counterparts, to drive pipeline growth and win TCV.

• Create high-performing extended virtual team aligned to a common purpose and in lock step with strategic goals and objectives.

• Drive organizational awareness and interlock through outreach, collaboration and effective communication.

• Manage executive sponsorships and governance.

• Manage, optimize and support Oracle/Salesforce partnership community.

• Manage escalation resolution, communication.

• Analyze and report on partner initiatives, forecast and report on key metrics.

• Champion activities to improve DXC’s market standing with Oracle/Salesforce

• Negotiate contracts and ensure contractual compliance.

• Leverages, communicates and promotes enablement/support offerings from partnerships for global delivery staff in the areas of technology and solutions.

• Provides leadership and work guidance to less experienced personnel.

Basic Qualifications

• Bachelor's degree or equivalent combination of education and experience

• Bachelor's degree in business administration or related field preferred

• Fifteen or more years of business development, sales or related experience

• Experience working with company products and services or similar products and services

• Experience working with strategic planning

• Experience with contract interpretation, negotiations and project management

Other Qualifications

• Strong organization and time management skills to balance and prioritize work

• Strong communication skills to interact with senior management, staff, vendors and clients

• Strong human relations skills to select, develop, mentor, discipline and reward employees

• Strong interpersonal and influence skills to cultivate relationships, facilitate negotiations, and build partnerships with customers and key stakeholders

• Strong leadership skills to guide and mentor the work of less experienced personnel

• Ability to use own judgment and initiative in problem resolution

• Ability to independently develop initiatives

• Ability to publicly represent company with internal and external clients in sensitive and highly visible circumstances

Work Environment / Eligibility

• Remote role with travel as needed

• Must be legally authorized to work in the United States without sponsorship now or in the future

Compensation at DXC is influenced by an array of factors, including but not limited to the experience, job-related knowledge, skills, competencies, as well as contract-specific affordability and organizational requirements. A reasonable estimate of the current compensation range for this position is $98,600 - $147,800.

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