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Oracle Director of Alliances, Capgemini in Ogden, Utah

Engages in business development strategies and programs in support of Oracle's Sales Organization.

Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of Marketing/Business Development experience in the technology industry, preferably software industry. Experience should include relationship management. Conversant in Oracle technology and product strategies. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. BA/BS degree or equivalent, advanced degree highly desirable.

This is a remote/office based position which may be performed anywhere in the United States except for within the state of Colorado.

Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.

KEY RESPONSIBILITIES

  • Leadership and strategic alliance management of Oracle Cloud growth initiatives – engaging Capgemini to invest in Oracle Cloud go-to-market, develop cloud-based solutions, and vertical market offerings.

  • Overall accountability for initiative-led Cloud ARR, implementation success, and joint customer reference targets with Capgemini for strategic initiatives, offerings, and go-to-market focus areas.

  • Creation and management of Cloud go-to-market solution initiatives, to drive incremental new Cloud pipeline, ARR, successful project go-lives, customer references, and the highest levels of partner certifications and expertise aligned to go-to-market plans to ensure customer success.

  • Lead and drive successful executive quarterly business reviews with Oracle and Capgemini senior management.

  • Develop and drive executive enablement plans to educate Capgemini leadership, with and beyond their Oracle practices, on Oracle’s strategy, unique value proposition, and competitive differentiation – working with Oracle product development and marketing leadership.

  • Engage and leverage regional teams to drive target account planning, opportunity identification/qualification, pipeline management, opportunity execution related to the Cloud designated initiatives with the strategic partner.

  • Initiate and develop strong, sustainable, trusted advisor oriented relationships across Oracle senior management and with Capgemini industry practice leaders, technology leaders, and client team leaders that can be leveraged to create new Cloud initiatives and net new revenue streams for Oracle.

  • Develop strong sustainable relationships with Oracle's direct sales management teams and foster a culture of strong pro-active teaming with Capgemini.

  • Develop and evangelize cloud-based unique value propositions with Capgemini and Oracle field, which could include product/solution value propositions and market positioning.

  • Work with Capgemini to produce and harvest cloud references wins/use cases and post-go-live implementation case studies to promote repeatability.

  • Promote global teaming – with direct and indirect teams – to drive an integrated Capgemini – Oracle cloud strategy and go-to-market plans.

  • Build and own the Cloud global business plan with Capgemini, providing necessary key performance indicator (KPI) reporting on a regular basis.

PREFERRED SKILLS & EXPERIENCE

The DIRECTOR of CAPGEMINI STRATEGIC ALLIANCES candidate will have experience working with, leading, and managing indirect teams globally, with the experiences described below:

  • Strong knowledge of Oracle’s strategy and cloud product portfolio.

  • Effectively engage with the partner to develop, package, and position differentiated solutions based on Oracle Cloud and the partner’s unique IP, to deliver business value to customers in target markets.

  • Must be able to effectively manage indirect global teams, demonstrating the highest levels of leadership and communications.

  • Global leader that has managed Capgemini and/or other Strategic SI’s at scale – ideally around enterprise cloud solutions.

  • Well versed in strategic planning, strategic account engagement, consultative selling, leading senior negotiations and partner contracts, building strategic relationships with large consulting firms, and experience working with partners to deliver unique and differentiated solutions.

  • Highest levels of written, oral, and interpersonal communication skills.

  • Strong leadership and coalition building skills along with the ability to manage complex cross-organizational, cross-company interactions.

  • Must be able to travel globally 30% to 50%

EDUCATION

A Bachelor's degree is preferred. An advanced degree is also recommended but not mandatory.

Job: *Marketing

Organization: *Oracle

Title: Director of Alliances, Capgemini

Location: United States

Requisition ID: 210005FK

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