Partner Director - Alliances & Channels

About us

About the Role

Job Responsibilities

Strategic Partnership Management:

• Develop and execute a comprehensive alliances and channels strategy aligned with Oracle's global & India business objectives.
• Identify, establish, and manage strategic partnerships with GSI &/ Consulting partners, fostering relationships within the local ecosystem

Oracle Cloud Infrastructure Focus

• Drive initiatives to promote Oracle Cloud Infrastructure (OCI) solutions through partnerships and alliances.
• Collaborate with sales, marketing, and technical teams to create joint value propositions and go-to-market strategies for OCI offerings

Internal Collaboration

• Leverage APAC and Global teams to maximise partner success.
• Develop and implement plans to drive Cloud revenue growth through partners in India.
• Collaborate with internal stakeholders to ensure alignment between alliances strategy and overall Line of Business goal

Revenue Generation

• Develop and implement plans to drive Cloud revenue growth through partners in India.

Increase Partner contribution to India business.

Order Management and Compliance

• Working with India & APAC compliance teams to driver partner awareness and alignment with Oracle’s processes and guidelines
• Order Management – ensuring Partner Managers work with Sales, Partners and back-end teams across the deal lifecycle for smooth and timely execution is a key part of this role

Facilitates the development of 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 global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. 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.

Job Qualifications

• 15-20 years of India IT Industry experience.
• Proven experience in Cloud Field Sales
• Sales & Alliance/Channel management will be beneficial
• Strong understanding of Cloud Infrastructure and related technologies.
• Demonstrated success in driving revenue through strategic partnerships in the India market.
• Excellent leadership, communication, and interpersonal skills.
• Ability to build and maintain strong and collaborative relationships with partners and internal stakeholders.
• Proactive, results-oriented, and ability to thrive in a fast-paced environment.

Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence. Secondary education in Marketing or a related field preferred.

Career Level : IC5

Job Location : Gurugram OR Mumbai

Oracle is an Equal Employment Opportunity Employer

At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities.

That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.