Delivering innovation and customer success is at the heart of everything we do, and Oracle’s partner ecosystem is an extension of this. Our partners are trusted advisors and experts in building, selling and providing value-added services for Oracle Technology. Oracle’s Modern Alliances and Channels strategy is customer-focused and cloud-first driven, that accelerates the transition to the Cloud while driving superior customer experience and business outcomes. Customers select the appropriate track(s) for their business and choose how to engage with Oracle\: fully invest in the Cloud space, focus their efforts towards on-premises licenses and hardware space, or extend into a hybrid model. Oracle offers an unparalleled opportunity to get fully immersed into the Cloud theme across all stacks (IaaS, PaaS and SaaS) and solve our client’s most complex technological challenges.

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Key Responsibilities

As the GSI Account Director you are responsible for driving meaningful partner growth in the identified/nominated Global System Integrator (GSI) . Our ideal candidate will leverage a strong knowledge of Oracle’s technology platforms to identify critical business value within the enterprise, as well as lead the delivery of technical and practice development skills, at scale, to partners. The succesful candidate must have a proven track record of working in a dynamic and collaborative enviornment, and skilled at operating within matrixed organisations to define and achieve mutually beneficial outcomes. She/he will be effective in business planning, communicating targets, and progress to goals, as well as working cross-functionally with key stakeholders to drive to results. The GSI Leader will operate with a high level of executive presence, cultivating relationships, driving growth initiatives with the GSI as well as with the various field and support teams (Business Development, Demand Generations, Field Sales, Sales Enablement) at Oracle.   

Specific responsibilities include\:

• Be the lead and main contact point for one more top GSI
• Develop partnerships with designated GSI(s) to drive revenue through solutions, project delivery & extended market reach
• Build & execute against global business plans with designated GSI partner(s) that accelerate revenue, awareness, enablement & joint solution development
• Build, manage and execute an EMEA GSI business plan
• Understand the strengths, ambitions and weaknesses of the assigned GSI(s) in our portfolio in EMEA\: GSIs' Oracle-based IP, GSIs' Oracle practice capabilities, capacity, geographic coverage etc
• Set up governance, processes and reporting to ensure that the GSI & Oracle is driving a consistent position, message and offering of GSI solutions to drive collaboration at a local and country level
• Develop best practices and run governance programs with different GSIs
• Be an escalation point and manage conflict between the GSIs and other internal or external stakeholders
• Drive the evolution and enhancement of objectives, targets and KPI's for the designated GSI(s) in EMEA
• Build, foster and promote large multi million transformational deals implemented by designated GSIs that drive incremental cloud growth and consumption

Preferred Skills and Experience

• 10+ years' experience working with Cloud Partner Sales (1-tier and 2-tier), GSI's, cloud implementation partners, CSPs, cloud scale partners and cloud-based solution developers
• Technologically savvy enough to understand the IaaS/PaaS building blocks of Cloud based solutions and engage in discussion with Partners and TSEs around Oracle Sales Plays
• Experienced with Oracle, Oracle's Partner Eco-system and Oracle Partner programs is desirable
• Excellent at building consensus across matrixed functional groups to achieve set goals
• Drives a culture of strong business execution and outcome orientation
• Strong execution cadence
• An energetic and enthusiastic person who can drive the desired change
• Excellent written, presentation and interpersonal communication skills in english
• Relationships with EMEA top GSIs an advantage
• Strong self-leadership and coalition building skills along with the ability to manage and influence complex cross organizational, cross company interactions.

Leadership Competencies

• Performance, drive, and execution—Holds self and others accountable for delivering shareholder value.  Creates and instills a performance driven, results-orientation culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.
• Collaboration—Fosters collaboration between business leaders.  Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues.  Drives a diverse and inclusive culture throughout the organization. Instills a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes.  Aligns strategic priorities of own area with the direction and priorities of the broader organization.
• Communicating for impact—Ensures clarity around organization's strategic intent and business objectives.  Champions strategic initiatives in ways that generate organization-wide understanding and support.  Builds confidence and inspires support through a convincing presentation style.
• Inspirational leadership—Establishes and models authentic leadership across internal and external boundaries.  Builds internal and external reputation as a strategic business leader. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.
• Competitive edge—Predicts changes in customer expectations; takes advantage of opportunities to shape and re-shape market propositions.  Builds long-term business value.  Creates a culture of innovation and encourages entrepreneurship.  Strategically develops a range of options/paths to achieve business objectives within a changing environment.
• Change agility—Initiates strategic change initiatives in anticipation of a changing external environment.  Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment.  Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others
• Mastering complexity—Makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross organizational boundaries.  Creates an environment of personal accountability and ownership for problem-solving.

Education

A Masters’ degree is preferred.  An MBA degree is a plus.

About Oracle

For more than four decades, Oracle has delivered innovation upon which entire industries have been built. From transforming healthcare to advancing scientific research, the work we do at Oracle is not only transforming the world of business—it’s defending governments, powering nonprofits, and giving billions of people the tools they need to outpace change.

• World’s first and only autonomous database
• Industry’s broadest and deepest suite of cloud applications
• US$40B total GAAP revenue in FY2021
• US$56B in R&D since FY2012
• More than 18,500 patents worldwide
• 430,000 customers in 175 countries
• 133,000 employees
• US$19 million donated to support 7,000+ nonprofits through grants, sponsorships, and the workplace in 62 countries.
• 44% reduction in absolute emissions since 2015, surpassing our 2020 goal of 20% reduction.

Oracle offers integrated suites of applications plus secure, autonomous infrastructure in the Oracle Cloud. For more information about Oracle (NYSE\: ORCL), please visit us at www.oracle.com.