Oracle is searching for a Partner Account Manager — Technology and Cloud Systems RCIS.
Role function and scope:
Lead the management of strategic partners on all dimensions in order to meet country A&C, Systems and Tech (On-premise & Cloud) LOB’s objectives, in alignment with the EMEA partner strategy.
Ensure the development of joint business plans with the managed partners and their execution.
Ensure that partners’ enablement leads to increased local expertise and enriched product sales.
Drive incremental revenue growth thru managed partners focusing on strategic products / sales plays.
Ensure that the partners are adding value to both Oracle and our existing and potential customers.
Drive relationship between partners’ top management and country, regional management to ensure strong and successful Partnership.
Communicate and explain internally managed partners’ role and value add.
Secure managed partners’ intimacy with Oracle A&C, Oracle Direct and Direct Sales forces, X Lobs.
Key responsibilities and activities:
Manage selected strategic Partners in Russia in order to meet revenue targets and KPI’s.
Build, share, update and drive execution of partners’ business plans.
Gain country management (A&C and LOB’s VP) agreement on the strategic objectives and focus defined with the A&C managed partners’ in the joint business plan and aligned with EMEA top priorities.
Monitor strategic objectives achievement through KPI’s.
Ensure Quarterly Business Reviews to track KPIs achievement and business progress.
Ensure best practices sharing.
Define the enablement plan and train the partners in coordination with EE&CIS central enablement team.
Be responsible for the partners’ revenue targets achievement and contribute in a very operational mode.
Secure the smooth closing of the deals by setting up the right organization and controls and taking the required anticipations especially during Quarterly closing periods. Ensure contractual paperwork is available in time (including Due Diligence, OPN membership and Distribution Agreement renewal, Resell Rights).
Lead the relationship with the top management at the Partner to influence all decisions around the partnership with Oracle.
Propose, drive new development initiatives on high value add Oracle products and solutions.
Ensure development and execution of Demand Generation plans to drive go-to-market activities for strategic products / sales plays.
Be responsible for the sales enablement and coaching of the partners’ sales / presales / technical force.
Leverage Hardware and Software (capabilities, customers and pipeline) to create cross sell opportunities and solutions sales opportunities, work on account planning with Sales Team.
