Job Description:
The AppCloud Partner Development Director will be responsible for growing the EMEA portion of the Oracle Marketing Cloud AppCloud Partner ecosystem. In this role, you will work with North American AppCloud teams (Partner Sales Evangelism, Technical Enablement, and Partner Co-Marketing) to ensure your partners participate in go-to-market (GTM) and sales enablement initiatives. The AppCloud Partner Development Director will also work with other internal OMC organizations including Sales, Alliances & Channels, Solutions Consulting, Marketing, Product Development, and Industry Business Unit (IBU) teams.
· Understands the overall global OMC sales strategy, and how the AppCloud-led initiatives contribute to the goals and priorities of the OMC Sales team.
· Understands OMC’s product portfolio as well as the AppCloud Partner solutions. Evangelizes the combined value to OMC Sales, as needed.
· Identifies key target technology partner accounts to recruit and onboard into the AppCloud, and acts as primary point of contact for key existing AppCloud Partners.
· Works closely with all 3 constituents of the AppCloud team: 1) OMC customers and prospects; 2) OMC Sales; and 3) OMC Systems Integrators and Agencies.
· Assists in AppCloud Partner GTM initiatives and strategies (e.g. webinars, joint marketing campaigns, industry events, etc.) to create net new incremental pipeline and AppCloud Partner alignment with OMC Sales. Drive AppCloud Partner participation in orchestrated demand generation activities and events.
· Reports business results through Partner Relationship Management (PRM) tools. This includes reporting new partner recruitment progress and existing partner activities.
· Maintains high customer (assigned AppCloud Partners) satisfaction ratings.
· Contributes to continuous improvement of business processes, systems, policies and services.
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Desired Skills & Experience
· Thorough knowledge of the marketing cloud industry. Previous marketing cloud experience strongly desired.
· 10+ years of work experience selling solutions or working with ISV partner programs.
· Proven experience recruiting new channel partners and managing existing ones.
· 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.
· High level of common sense and “figure it out” IQ preferred.
· Strong business acumen and capable of developing and managing strategic plans with partners and sales. Ability to communicate plans and present results across the OMC, as needed.
· Excellent communication skills. Strong listening and questioning skills.
· Masters in Business Administration or commensurate degree.
· Ability to travel to different AppCloud Partner and/or OMC Sales locations, as needed.
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.
Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. Ability to hire and train new Alliance Consultants. 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.
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