Hybrid Key Partner Director for Accenture, APAC Key Partner Director for Accenture, APAC with verification
Oracle · nan, · Hybrid
About the job
Job Description
Role Overview
This is a leadership role responsible for Cloud business with the Key Partner they manage for the region. The KPD is a senior leader who will own the Sales, Go-to-Market as well as deal execution with the Key Partner in concert with Oracle Sales leadership & A&C team for OCI in the specific market.
The KPD is chartered to develop and drive execution of partner-led OCI strategies and pipeline for the joint accounts agreed between the Key Partners and Oracle. The KPD is also responsible for industry and account specific go-to-market strategy and initiatives to drive partner-led pipeline development with the Key Partner. The KPD is expected to influence the Key Partner and their Customer Account leads (CALs) to drive OCI solutions into their accounts and to align Oracle as a strategic Software Vendor of choice. The KPD’s key responsibility is also to manage strong sales engagement with the Key Partner on the joint opportunities, driving joint wins and partner-led wins, developing partner-sourced pipelines to meet the sales targets.
Job Description
The KPD is Oracle’s primary leader for the Partner (Accenture), responsible for overall Partner revenue growth by managing key executive relationships and ensuring the partner and their customers achieve value from the Oracle solutions to be promoted and proposed.
Key objectives of this job include:
Responsibilities
Required Skills:
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.
When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.
We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.
Disclaimer:
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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
Role Overview
This is a leadership role responsible for Cloud business with the Key Partner they manage for the region. The KPD is a senior leader who will own the Sales, Go-to-Market as well as deal execution with the Key Partner in concert with Oracle Sales leadership & A&C team for OCI in the specific market.
The KPD is chartered to develop and drive execution of partner-led OCI strategies and pipeline for the joint accounts agreed between the Key Partners and Oracle. The KPD is also responsible for industry and account specific go-to-market strategy and initiatives to drive partner-led pipeline development with the Key Partner. The KPD is expected to influence the Key Partner and their Customer Account leads (CALs) to drive OCI solutions into their accounts and to align Oracle as a strategic Software Vendor of choice. The KPD’s key responsibility is also to manage strong sales engagement with the Key Partner on the joint opportunities, driving joint wins and partner-led wins, developing partner-sourced pipelines to meet the sales targets.
Job Description
The KPD is Oracle’s primary leader for the Partner (Accenture), responsible for overall Partner revenue growth by managing key executive relationships and ensuring the partner and their customers achieve value from the Oracle solutions to be promoted and proposed.
Key objectives of this job include:
- Develop and align both Key Partner (Accenture) and Oracle on a Multi-Year account plan and engagement strategy to drive net new opportunities within the aligned accounts.
- Develop Account based OCI GTM plans with the Key Partner to drive net new pipelines in the aligned accounts
- Drive Successful Advocacy and references with the Key Partner (Accenture) for their OCI Customers successes
- Support the Key Partner (Accenture) in their account engagement and deal management with Oracle help and support as necessary
- Drive the joint account reviews and deal review cadence to review Key Partner��s account and deal plan and execution is in sync with Oracle
- Develop strong relationship and alignment with CALs and Key Partner’s Technology Account Leads (TALs) to be able to drive and develop OCI-focused account plans with the Key Partner to create net new opportunities for OCI
- Develop strategic account plans with the Key Partner to drive net new opportunities or workloads with the partner
- Work with Oracle Sales team on execution of the plan by co-ordination and leadership of activities across the different pillars
- Lead planning efforts within sales, Cloud SC team and the wider Oracle team to execute on the mutually agreed account plans between Oracle and the Key Partner
- Drive a monthly business review cadence with Key Partner and Oracle MD/Sales leaders to track our progress on aligned GTM focus areas / work streams and other interactions on the agreed accounts
- Facilitate regular progress meetings with Key Partner sales executives and sponsors with Oracle Sales team to ensure smooth opportunity follow-up and support
- Demonstrate a high level of business acumen and thorough understanding of the Partners business, organization, strategy and financial position
- Demonstrate value- and trust-based selling skills with a deep understanding of the Partners Customer needs and Oracle’s capabilities
- Understand Oracle’s strategies and how these translate into solutions that help develop and provide the Key Partner CALs with a targeted Oracle Point of View for every opportunity with their accounts
- Maintain a thorough understanding of the Key Partner key industries, including trends, business processes, financial measurements and performance indicators, and key competitors
- Generate and achieve accurate quarterly forecasts
- Conduct weekly progress meetings with the Key Partners related sales teams
- 10+ years selling and account relationship management experience with major accounts or partners
- 10+ years selling Cloud, Infrastructure, hardware and/or software
- History and track record of achievement of revenue objectives
- Track record of business/account plan development and execution
- Cross-LOB team management experience - international team management is a plus.
- Deep understanding of Cloud software and the space Oracle operates in.
Responsibilities
Required Skills:
- Leadership
- Attention to Detail
- Business Acumen
- Communication skills
- Conflict Management
- Decision Making & Problem Solving
- Influence and Persuasion
- Integrity
- Teamwork
- Negotiation
- Planning, Prioritizing & Goal Setting
- Global Citizen
- Relationship Management
- Provocative
- Problem Solving
- Creativity
- Focus
- Organization
- Manages Effectively across Organizational Boundaries
- Effective Work Management
- Escalation Management
- Action and Outcome Oriented
- Communicates Effectively
- Manages Diverse Relationships
- Inspires Others
- Acts with Honour and Character
- Open and Receptive
- Personal Flexibility
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.
When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.
We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.
Disclaimer:
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. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
- Which includes being a United States Affirmative Action Employer
