Industry Alliances Director - Retail & Distribution

The Industry Alliance Director works with Partners to identify net new opportunities and create pipeline through demand generation activities and target account selling strategies.  Actively tracks joint sales pipeline and meets or exceeds quarterly and annual revenue targets.  He/She will develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitors 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.

Responsibilities and Activities Include:

• Collaborate with partners to identify opportunities for joint innovation and account strategies, with a strong focus on pipeline generation.
• Drive strategic business discussions between Oracle sales teams and lead client partners at influencing firms such as Accenture, Deloitte, KPMG, PwC, and other Global/Regional System Integrators to find or create mutual enterprise selling opportunities.
• Bring to the role, develop, and maintain a strong network of influential contacts at Global SI and Regional SI firms and connect appropriate Oracle executives with these individuals to identify or create transformational application opportunities in Oracle’s North America accounts.
• Be the trusted advisor to the Oracle sales teams to identify business challenges and then align the right Oracle application partners who can provide the expertise or needed solutions to help close the opportunity.
• Coordinate with select partners to develop solution-oriented go-to-market activities and multi-touch demand generation campaigns.
• Facilitate partner trainings, enabling them to present Oracle solutions effectively.
• Conduct industry briefings, bringing insights and perspectives from partners to Oracle sellers.
• Work with implementation partners in driving joint customer reference activities based on successful implementation delivery and business case validation.
• Oversee forecast calls, QBRs (Quarterly Business Reviews), and cadence management for both partners and internal teams.
• Ensure efficiency and alignment within the Integrated Industry Model by collaborating with GTM Strategy, BDC, Marketing, and Partner Success Teams.

Detailed Job Description & Requirements:

• Build long-term, strategic relationships with named and vertical business alliance partners to drive ERP, EPM, HCM, CX and SCM SaaS application sales with North American customers.
• Facilitate the development of strategic business plans for all assigned partners to meet or exceed assigned business goals. 
• Work with Partners to identify opportunities, build net new pipeline and create demand through lead generation activities and target account selling strategies. 
• Actively grow, track joint sales pipeline, and meet or exceed quarterly and annual revenue targets. 
• Serve as a subject matter expert on industry sales cycles, partner solutions, and competitive landscapes.
• Lead joint account planning and co-selling initiatives to achieve revenue growth targets.
• Develop and maintain relationships with global SI and SI counterparts to leverage corporate initiatives and ensure adherence to corporate standards. 
• Manage partner business results, make recommendations for improvements to increase joint selling opportunities for strategic partners.
• Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.
• Demonstrated track record developing and driving Partner account activity.

Required Skills Include:

• Exceptional relationship management and influencing skills, with the ability to build trust across diverse teams and stakeholders.
• Strong strategic planning and analytical skills to identify new business opportunities and drive joint success.
• Excellent communication and presentation skills, capable of engaging both technical and business audiences.
• Ability to facilitate business discussions with executive level individuals and articulate the value proposition of partnering with Oracle.
• Senior individual with a