Oracle Regional Director, Alliances Business Development in Hato Rey, Puerto Rico

Builds long term, strategic relationships with named and vertical business alliance partners.

Executes the strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with Oracle Partners and executing the Partner Engagement plan. Establish and maintain partner preference for Oracle solutions. Monitor 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.

Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet business needs. Sales or sales management experience within technology industry. Ability to hire and train new Consultants. Demonstrated leadership skills and track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.

This role is responsible for managing a team of Alliances Business Development Representatives as well as executing the job duties of the Alliances Business Development Representative role when needed to support this person's team.

Alliances Business Development Representatives ("ABD Reps") are responsible for the go-to-market execution of multi-year business plans with Regional and Global Systems Integrators as well as Regional and Global Business/Strategy/Management Consulting Firms that are part of NetSuite's Alliance Partner Program ("Alliance Partners"). In addition to working with existing Alliance Partners, ABD Reps are responsible for introducing new partners into their territory that have been recruited by the Global Alliance Managers. ABD Reps will also build go-to-market engagement plans and execute against those plans to build pipeline and increase vertical market traction, and as such ABD Reps work closely with the Global Alliance Managers in support of partner practice expansion. Additional ABD Rep responsibilities include all day-to-day field alliance go-to-market activities, such as managing their partner's forecast and pipeline, assisting the Global Alliance Managers with modifications to the partner's agreements based on feedback and regional performance of their partners, work with sales and marketing to secure customer Alliance partner references, and work with regional marketing to ensure Alliance Partners are linked into appropriate go-to-market lead generating activities.

The most important responsibility of the ABD Rep role is to establish deep co-selling engagement with NetSuite's regional sales teams and ensure their managed Alliances are included very early in NetSuite's sales cycles. As part of the field sales engagement responsibility, ABD Reps must operate as an important extended member of NetSuite's sales teams and work closely with sales representative as well as sales management and presales on opportunities, forecasts and closing activities as well as be able to represent Alliance Partners by positioning their service capabilities, industry expertise and repeatable offerings to NetSuite's field sales teams.

This role requires:

  • A proven track record of people management experience in Alliances or Sales

  • Business and sales capabilities to contribute to the NetSuite Global Business Unit's selling strategies as well as to contribute to the Alliance Partner's consulting sales strategies and goals, which includes building joint pipeline to increase NetSuite Global Business Unit revenue that is influenced by Alliance Partners.

  • The ability to work with their Alliance Partner's senior management to affect change to the Alliance Partner's business model to achieve greater alignment with the revenue goals of the NetSuite Global Business Unit.

  • The ability to improve their partner's co-selling skills to achieve greater alignment with NetSuite's sales representatives.

  • The ability to educate NetSuite sales representatives and management on the co-selling value of each of their Alliance Partners.

  • Execution of Alliance Partner's business plans, including the ability to independently follow the Alliance Manager's capacity plan expansion goals to align with local sales growth.

  • Execution against a territory-aligned overlay quota

Job: *Sales

Organization: *Oracle

Title: Regional Director, Alliances Business Development

Location: United States

Requisition ID: 18000ISJ

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