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Job Description

SENIOR DIRECTOR, STRATEGIC ALLIANCES, DELOITTE
Location: Telecommuting / remote from within the US

Emerging technologies are redefining old paradigms and unleashing new opportunities. Oracle has embedded innovative technologies in every aspect of our cloud, enabling companies to reimagine their businesses, processes, and experiences. And the world's #1 database is now autonomous, allowing enterprises to innovate at the speed of a startup.

Artificial intelligence, blockchain, the Internet of Things, machine learning, and other emerging technologies permeate all aspects of work and life. These technologies help us reimagine what's possible: self-driving cars, personalized medicine, precision agriculture, and smart cities.

Oracle provides crucial elements for companies to pioneer innovations and drive new business models. For example, applications based on artificial intelligence (AI) can suggest the next best actions, automate answers, and provide personalized service. Oracle embeds machine learning into several management and security offerings to help monitor, troubleshoot, and predict potential outages and security breaches. We enable automated but personalized interactions across our applications via digital assistants-and we've integrated AI into analytics to help discover hidden patterns.

Oracle helps customers develop roadmaps, migrate to the cloud, and take advantage of emerging technologies from any point: new cloud deployments, on-premises environments, and hybrid implementations.

Oracle's approach makes it easy to get started in the cloud and even easier to expand as business grows.
Key responsibilities
  • Leadership and strategic alliance management of Oracle Cloud growth initiatives - engaging Deloitte to invest in Oracle Cloud go-to-market, develop cloud based solutions, and vertical market offerings.
  • Overall accountability for Cloud ARR, implementation success, and joint customer reference targets with Deloitte 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 Deloitte senior management.
  • Develop and drive executive enablement plans to educate Deloitte 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 use regional teams to drive target account planning, opportunity identification/qualification, pipeline management, opportunity execution related to Cloud designated initiatives with the strategic partner.
  • Initiate and develop strong, sustainable, trusted advisor oriented relationships across Oracle senior management and with Deloitte industry practice leaders, technology leaders, and client team leaders that can be used to create new Cloud initiatives and net new revenue streams for Oracle.
  • Develop strong sustainable relationships with Oracle direct sales management teams, regional A&C teams, and foster a culture of strong pro-active teaming with Deloitte.
  • Develop and evangelize cloud-based unique value propositions with Deloitte and Oracle field, which could include product/solution value propositions, and market positioning.
  • Work with Deloitte to produce and harvest cloud references wins/use cases and post launch implementation case studies to promote repeatability.
  • Promote global teaming - with direct and indirect teams - to drive an integrated Deloitte - Oracle cloud strategy and go-to-market plans.
  • Build and own the Cloud global business plan with Deloitte, providing necessary key performance indicator (KPI) reporting on a regular basis.
Preferred skills & experience
Will have experience managing a global team and the experiences described below:
  • Solid understanding 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.
  • Ability to effectively run a distributed team, demonstrating high levels of leadership and communications, while collaborating with disparate teams.
  • Global leader who has handled Deloitte and/or other Strategic SI's at scale - ideally around enterprise cloud solutions go-to-market.
  • Well versed in strategic planning, account engagement, consultative selling, leading senior negotiations and partner contracts, building relationships with large consulting firms, and experience working with partners to deliver unique and differentiated solutions.
  • Outstanding written, oral, and interpersonal communication skills.
  • Strong leadership and coalition building skills along with the ability to manage complex cross-organizational, cross-company interactions.
  • Ability to travel globally 30% to 50% (per Oracle travel policy and guidelines).
Education
A Bachelors' degree is preferred. An advanced degree is also recommended but not required.

Does this sound like you? We'd love to hear from you!
Perks:
  • We invest in our people using internal & external trainings, conferences and books.
  • We're outstandingly diverse - our workforce has many underrepresented groups and people of all ages - creating innovative teams.
  • We have fantastic benefits, ranging from insurance (medical, dental, and vision) to 401k matching to an Employee Stock Purchase Program.
#LI-DNI

Manages a team that engages in business development strategies and programs in support of Oracle's Sales Organization.

Manages, through lower level managers and directors, a team of business development consultants. Team is responsible for developing new accounts and/or expanding existing accounts within an established geographic territory, industry, product segment or channel. Participates as a team member in strategic and tactical planning for the division. With guidance from the vice president, oversees market analysis, monitors competitive activity and identification of customer needs. Provides leadership in the planning, designing, due diligence, and implementing of strategic business objectives. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget. Provides support to marketing and sales programs. Participates in implementation of organizational changes in line with changing business and market.

Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management, providing negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge important. Business management experience, and Marketing/Business Development experience in the high-tech industry preferred. Proven leadership skills. Effective written and verbal communication skills. 7 - 10 years previous people management experience. Proven ability to manage budget, approval processes, resource allocations. Professional credentials in Marketing. Academic credentials desirable. Working knowledge of business development job. Thorough understanding of Oracle's products and services. Ability to lead a team in all areas of strategic business development. Effective written and verbal communication skills. Strong quantitative, analytical, and conflict resolution ability.

If you are a Colorado resident, Please Contact us or Email us at oracle-salary-inquiries_us@oracle.com to receive compensation and benefits information for this role. Please include this Job ID: 127786 in the subject line of the email.

About Us

Innovation starts with inclusion at Oracle. We are committed to creating a workplace where all kinds of people can be themselves and do their best work. It's when everyone's voice is heard and valued, that we are inspired to go beyond what's been done before. That's why we need people with diverse backgrounds, beliefs, and abilities to help us create the future, and are proud to be an affirmative-action equal opportunity employer.

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, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

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For over three decades, Oracle has been the center of innovation for business software—birthplace of the first commercially available relational database, the first suite of internet-based applications, and the next-generation enterprise-computing platform, Oracle Fusion. Today, Oracle provides the world's most complete, open, and integrated business software and hardware systems, with more than 370,000 customers—including 100 of the Fortune 100—representing a variety of sizes and industries in more than 145 countries around the globe. And Oracle's 104,500 global employees—including 30,000 developers working full-time on Oracle products—are critical to that success.

Oracle recruiters are always searching for brilliant employees with an entrepreneurial spirit, looking for a work culture where innovation is the goal, hard work is expected, and creativity is rewarded. Oracle employees enjoy competitive salaries, excellent health benefits, and a network of like-minded co-workers that drive innovation across the entire technology industry.