Join as a EMEA Global Systems Integrator, Partner Sales Account Manager – Alliances & Channel

You and Oracle

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.

Want to make a difference? You’ve come to the right place. We’re using innovative technologies to tackle real-world problems today. Help create the future with us.

What You’ll Do                                                                                                                      

As the EMEA PSAM (Partner Sales Account Manager) for Global Systems Integrators, you are leading the EMEA strategy and engagement with a portfolio of strategic Global System Integrators across EMEA.

Together with the Field GSI PSAMs, and by working in close collaboration with our Cloud Sales and pre-Sales/ Technical organizations, the main objective is to drive adoption and transformation to Oracle Cloud and deliver this value to our joint customers realizing the unique value-proposition of Oracle Cloud Technologies, whether fully in the Cloud or in a Hybrid model.

The key measure of success is the consumption acceleration, new deals, through these GSIs, of Oracle cloud infrastructure and platform services.

We are looking for an experienced, self-motivated, and enthusiastic sales and partner business professional with excellent business development, planning, and execution skills. Significant experience in Cloud business transformation and partner economics, understanding of multi-country engagement and collaboration skills, are required to succeed in the role.

If you are passionate about building businesses in the Cloud, and you want to be part of making history with Oracle Cloud Infrastructure technologies, we need to meet! Our ideal candidate must have a proven track record of working in a dynamic and collaborative environment, and skilled at operating within matrixed organisations to define and achieve mutually beneficial outcomes. you will be effective in business planning, communicating targets, and progress to goal, as well as working cross-functionally with key stakeholders to drive to results. The EMEA GSI PSAM will operate with a high level of executive presence, cultivating relationships and driving business engagement with the GSIs leadership community.

Specific responsibilities Include\:

• Develop partnerships with designated GSI(s) that drive consumption growth, new deals, through solutions, project delivery & extended market reach
  • Managing partner business relationships to ensure commitment at the C-level, and across Sales, Pre-sales and Tech leaders
  • Working with partners to create demand through lead generation activities and by target account selling strategies
  • Working with partners to progress opportunities through the sales cycle to closure, implementation, and consumption
  • Meeting or exceeding quarterly and annual Cloud consumption and non-revenue objectives
• Build & execute an EMEA business plan with GSI partner(s) that accelerate revenue, awareness, enablement & joint solution development
• Ensure that the organization is driving a consistent position, message and offering of GSIs to drive collaboration at a local and country level
• Develop best practices and run governance programs with different GSIs and our Executive team
• Be an escalation point and manage conflict between the different GSIs or OCS
• Drive the evolution and enhancement of objectives, targets and KPI's for GSI's in EMEA
• Foster and promote transformational deals implemented by GSIs or based on GSI's IP that drive incremental cloud growth and consumption
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Preferred Skills and Experience

• Strong proven years of experience preferably driving Sales, Business Development, or Cloud business from a vendor or a partner, with Enterprise segment focus, and/ or GSIs focus
• Deep understanding of Cloud business and Value Selling
• Advanced international business skills and a track record of creating business growth
• Genuine interest in new technologies and good understanding of different cloud technologies, especially IaaS and PaaS
• Insight into specific GSIs

Ability to deal with ambiguity/ fast-paced businesses and complex work environments

• Strong verbal and written communication skills in local language and English
• Strong formal and informal leadership and coalition building skills along with the ability to manage complex cross organizational, cross company interactions

Education

• Higher education in IT, Economics or Marketing
• A Bachelors’ degree is preferred.  An MBA degree is a plus.

We offer

• The opportunity to build a great career at one of the largest and strongest IT companies in the world
• Work with leading technologies such as cloud, IoT, blockchain, AI and more
• Competitive salary, good pension scheme, and many employee benefits
• A stimulating environment with highly motivated colleagues where you create your own career path
• Professional development, training, and tools that enable you to grow
• Flexibility to balance your life and your career, and enjoy both to the fullest

Apply Now

Create the future with us.

Apply now.Visit oracle.com/careers and search for 190353 Partner Sales Account Manager or contact elaine.macgregor@oracle.com to apply.