Industry Partner Sales Leader

As a Partner Sales Leader, you will accumulated industry-leading experience and knowledge on key industry issues, including trends, regulations, and the industry landscape.  Additionally, you will be already familiar with relevant market participants, including key industry practice leadership at key GSI partners, key industry ISV relationships and have experience with the current trends and issues in the cloud marketplace for this industry. You will use this experience, particularly as it relates to industry requirements to position Oracle cloud capabilities and differentiation in partner solutions, including data, security, and compliance requirements. Additionally, you will have a functional knowledge of the information systems and technology capabilities typically used to drive the core business and organizational processes and systems of record in the Telco industry and have gained experience in a transformation program that involved in whole or in part, a technology transformation to the cloud.

Career Level - IC4

Establish connections with industry solution sellers with our partners, with a particular emphasis on industry practices at the GSI partners and key industry ISVs. You will work with partners to build innovative strategies and Oracle cloud-based solutions to solve key difficulties in the industry and to gain acceptance and acceleration of consumption for OCI and related Oracle technology. You will engage with partner sellers and customers regularly through sales opportunities to deliver industry-relevant solutions aligned with our cloud account sellers.  These solutions should position Oracle and our cloud platform as the default place that our partners ‘show up to work’ on customer problems and strategies! Partner with account managers to align resources, drive pipeline campaigns and convert partner pipeline to closed opportunities with the sales force.  Additionally, this person will work closely with their global account manager peers and regional peers to deliver global impact solutions where appropriate!

Role Requirements

This is a position that involves entrepreneurial leadership, technical depth, analytical thinking, creative instinct, and notoriety in one or more of these industries. Success in this role will require industry knowledge and experience, an understanding of and ability to communicate Oracle’s cloud differentiation with compelling clarity as well as having strong sales and partnering skills.  You should be well-known to the industry as a leader with vision and a critical connector of strategic partnerships within the industry. Key role objectives are:

• Build partner solution offers within the industry that are presented by Oracle and the partner as a joint offering and point of view on the customer solution
• Work with the partner account teams to develop internal understanding and alignment to OCI as a platform for their work
• Develop bench capacity at our partners in each industry team with skills and familiarity with OCI technologies. 

Competencies

• Executive presence and presentation skills
• Drive for execution /results – ability to implement and deliver against business goals. A high degree of confidentiality, maturity, tactfulness, and business ethics
• Clear and compelling ability to create new partnership activity based on mutual value creation for the customer and the partnership goals with a strong technical orientation towards solution building.
• Strong leadership qualities. Able to lead, develop, motivate, and empower cross-functional teams who contribute to the success of the company. This individual is a self-starter that operates independently with little supervision and has strong planning, organization, critical thinking, and decision-making skills and can organize across reporting lines of partner and Oracle.
• Strong relationship-building skills both internally and externally and able to navigate and effectively lead the business in a matrix organization. This individual has the ability to take in customer feedback, including sensitive inquiries, issues, and complaints, and respond diplomatically
• Business acumen – Able to quickly understand the business, its issues, take ownership to develop and implement a strategy with the team that positively transforms the business and drives operational excellence and increased revenues.  Strong business and commercial foresight and strategic agility
• Strong experience in creating new partnerships and finding new opportunities between existing partners as a recurrent and renewable source of value.
• Experience; 10+ years of direct experience in Financial Services, Manufacturing, or Energy & Utilities Industry.  Additionally, we will consider candidates with management consulting experience and/or technology provider business development / sale