Oracle ASEAN Alliances Manager – Oracle Marketing Cloud in Singapore, Singapore

ASEAN Alliances Manager – Oracle Marketing Cloud

Preferred Qualifications

ASEAN Alliances Manager – Oracle Marketing Cloud

The

Oracle Marketing Cloud Global Alliance & Channels organization works with

System Integrators, Digital Marketing Agencies and ISV’s to create, develop and

close incremental pipeline either with the Oracle field sales organization or

alone. The team focuses on developing go to market initiatives with these

Digital Agencies and delivering sales, implementation and support education resulting

in exceptional customer satisfaction.

Summary:

The

ASEAN Alliances Manager will execute Oracle Marketing Cloud applications

partnering strategies with key Digital Agencies & SI’s across the

territories. This position reports to the Head of EMEA & JAPAC Alliance

& Channels for the Oracle Marketing Cloud.

Responsibilities

include:

  • Achieve

co-sell revenue targets as part of an extended virtual sales team through

Oracle’s Marketing Cloud partner ecosystem.

  • Recruit

and cultivate Digital Agency specific Alliances (contracts, infrastructure,

executive relationships, etc.)

  • Execute

and manage a comprehensive strategy leading to the successful acquisition,

engagement and retention of Tier 1 regional partners. The objective should be

to allow partners to standardize and implement Oracle Marketing Cloud solutions

on behalf of their clients and prospects.

  • Implement

a defined set of qualification criteria on agency alliance selection

  • An

engagement model which works across various agency types (design, media buying,

technical, etc…) and across the Oracle Marketing Cloud product stack.

  • Manage

a clear governance model on measuring and monitoring success and performance.

  • Own

a partner-driven revenue target (pipeline and sales) which stems from the go to

market engagement and demand generation activities with the chosen strategic

alliances.

  • Work

with Sales and Customer Success teams in order to effectively achieve the

desired co-sell targets for the partners.

  • Build

pipeline across the OMC solution suite

  • Educate

partners on the complete Oracle Marketing Cloud value proposition, preparing

them to identify and position potential Oracle projects

  • Design

and execute new business development initiatives with Digital Agencies,

including solutions development, joint value

propositions, sales tools, special sales incentives, joint service offerings,

and more

  • Design

and secure funding for Oracle/Partner marketing campaigns

  • Secure

Digital Agencies’ advocacy for Oracle on deals (transactions, projects) such

that the probability of a successful sale is improved, impediments to a Oracle

sale are removed, deal size is increased, and Oracle’s overall cost of sales is

reduced

  • Increase

Oracle sales coverage by adding new partner channels

  • Promote

partner-driven client success:

  • Design,

promote, and execute Partner (technical) training programs

  • Pre-empt

and/or address red account issues related to Digital Agencies’ execution of

Oracle projects

  • Execute

other special projects as needed

Desired

Skills & Experience:

  • Masters’

Degree in Business Administration, Computer Science, Information Systems

Technology or commensurate degree

  • 12

years of work experience selling or delivering solutions, programs or services

with an implementation and/or technology partner ecosystem.

  • Proven

experience working with Digital Agencies and establishing new relationships

that create net new business.

  • Relationship

Management, ability to build consensus and to work through others in achieving

desired results and objectives with demonstrated autonomy to work in highly

complex, matrix environments with multiple stakeholders and high degree of

ambiguity.

  • Demonstrated

track record of significant accomplishment in an Individual contributor or

leadership role including successful development and management accounts/

programs/ projects in complex matrixed organizations with numerous

constituents.

  • Strong

business acumen and capable of developing and managing strategic plans with

Digital Agencies and sales.

  • Excellent

organizational and time management skills.

  • Ability

to present results and strategy to teams while considering variety of knowledge

levels within audience

  • Ability

to effectively communicate daily performance by producing all necessary reports

in an effective, timely and tailored manner

  • Excellent

writing, analytical and project management skills

  • Excellent

communication skills, strong listening and questioning skills

  • Ability

to effectively manage relationships, promptly responds to queries, ensure

promises are kept and manage expectations.

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.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 8 years of related experience with a secondary education in Marketing or a related field.

Job: Sales

Location: SG-Singapore

Job Type: Regular Employee Hire

Organization: Oracle