Roles and Responsibilities:
The primary focus of the role is about execution of the go-to-market to achieve business outcomes from Oracle and the partner. We envision the role evolving over time. In the first instance, the role will focus on operationalizing the contract; mobilizing the cloud go to market and driving the teams to get the Alloy platform live.
Once established the role will be focused on driving the execution of the go-to-market at pace to meet expectations of Oracle and the partner.
Driving the execution of the go-to-market to meet expectations of Oracle and the Partner
- Capture and regularly reconfirm the expectations of Oracle and the Partner on the outcomes of the go-to-market
- Be the ultimate driver of the execution of the go-to-market sales teams (across the partner and Oracle) to identify, shape and capture opportunities and meet those expectations.
Driving the governance
- Provide briefings to senior management at appropriate intervals to facilitate strategic decisions and improve win ratios.
- Oversee the development of documents for review/governance checkpoints, managing pursuit risks and issues.
- Run the joint Partner/Oracle Governance as defined the contract
Communication and Performance Management:
- Manage communications and track performance against process milestones.
Operationalise the contract
There are a number of contractual commitments made in the agreement. A Key part of the role is to operationalize the commitments. These include and are not limited to:
Topic Role/Responsibility Alloy agreement/Alloy OD/SaaS OD Liaise with Oracle Cloud teams Iaas/PaaS and SaaS product management teams on changes to the Service Specifications and Alloy documents. There is an obligation to notify the client of any changes to the Alloy services Mobilise IaaS/PaaS Sales/Pre-sales team Confirm mapping of the Oracle Cloud Engineers and salespeople allocated to selling Alloy IaaS and PaaS Mobilise the SaaS Sales/Pre-sales team Confirm allocation and tracking of the hours of pre-sales effort. Confirm the mapping of the salespeople selling SaaS on Alloy Compensation Confirming the Tech Cloud (Sales Performance Incentive Fund) SPIF arrangement Communication/PR Communicate to our sales team on how to position Alloy to the clients Communication/PR Announce Alloy to the user community (with Oracle Anti-Trust team approval) Communication/PR Announce Alloy to the partner community (with Oracle Anti-Trust team approval) Resellers Establish how the client can resell Alloy through reseller community Governance Establish steering committee (including the Oracle individuals named in the contract) Compliance Work with the Oracle Cloud Infrastructure (OCI) compliance team to assist with the Alloy certification in accordance with the Ordering Document (OD) Alloy implementation Work with the OCI and SaaS product management teams to implement the Alloy to achieve a successful go-live SaaS implementation Work with the SaaS sales team to confirm the BOM of the anchor client and drive the programme of work to get the anchor client live on AlloyDesired Skills and Experience:
- At least 10 years experience of successful delivery of large scale, international program delivery – ideally on go to market initiatives.
- Successful track record of building truly trusted senior relationships and operating at senior levels in clients
- Exemplary stakeholder management including the Ability to work at all organizational levels, with a focus on influencing and challenging senior stakeholders.
- demonstrable track record of driving go-to-market initiatives
- Demonstrable track record in influencing change and managing matrixed and virtual teams
- Working understanding of cloud (IaaS/PaaS/SaaS)
- Proactive in nature
- Outstanding writing, messaging, and overall communication skills.
- Program management skills, emphasising the drive for action.
- Sales strategy development expertise.
Career Level - IC4
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s challenges. We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.
We know that true innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing an inclusive workforce that promotes opportunities for all.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer competitive benefits based on parity and consistency and support our people 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 emailing accommodation-request_mb@oracle.com or by calling +1 888 404 2494 in the United States.
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.