Job Vacancy at ORACLE

Job Type: Regular Employee Hire

FS GBU Alliances and Channels

• The FS GBU Alliances and Channels team is responsible for expanding FS GBU license sales through our partnerships with companies that want to sell and implement our software. Partner is a broad term covering global systems integrators, regional systems integrators, Value Added Distributors, and Independent Software Vendors.
• This is achieved through the co-selling and/or reselling of FS GBU licenses that grow the FS GBU revenue and market share and enable partners to deliver either all or some of the services related to implementation and ongoing unique customer requests for enhancements that will not be part of the FS GBU product.

The Role

• Builds long term, strategic relationship and indirect channel for license sales with regional and global vertical business alliance partners.
• This position will recruit and support partners for our entire FS GBU portfolio of software solutions.
• These cover: core banking, digital banking, risk analytics, compliance, revenue management, insurance administration for health, life and annuities, as well as banc assurance.
• Facilitates the completion of individual business plans for all assigned partners to meet or exceed assigned business and revenue goals.
• Works with Partners to identify target opportunities, develop and actively manage pipeline, 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 and expand coverage for the strategic partners.
• Develop heat map identifying FS GBU lines of business where partners have or want to have expertise and create associated skills matrix indicating which country/territory, solution area(s), and skill (sales, pre-sales, implementation) fit the partner
• Ensure enablement of partner by skill, country/territory and FS GBU line of business
• Provide leadership and expertise in the development of indirect sales with local, regional and in some cases, global partners frequently operating at the leading edge of technology.

Detailed Description and Job Requirements

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

The Experience/Profile:

• Demonstrated track record developing and managing Partnerships and driving Partner account activity; ie systems integrators / implementers within the Financial Services / Banking sector
• Strong knowledge of the regional companies, analytical, and sales skills preferred with the ability to influence.
• Fluent French would be preferred or local language in addition to English