EMEA A&C Hybrid Cloud Transformation GTM Leader
General Description of the Job
The Hybrid Cloud Transformation GTM Leader has a mission to drive all Go-to-Market activities, business development and adoption of Oracle Engineered Systems (ES), Oracle Cloud at Customer (C@C) and Oracle Management Cloud (OMC) with OPN Partners, System Integrators, ISVs and VADs across EMEA.The role will oversee the execution of Oracle’s strategy with channel focus on the above products and cloud services. The role involves working closely with A&C and Sales leaders to increase pipeline and accelerate partner adoption of ES, C@C and OMC.
The role is a high-touch role offering guidance, incubation, and adoption services to support the growth of Oracle’s mindshare, among EMEA partners, on Oracle Engineered Systems, Oracle Cloud at Customer and Oracle Management Cloud, where OMC will be aligned to the Service track of the OPN 2020 framework.
Coordination & rollout of GTM programs for Oracle Engineered Systems, Cloud at Customer and Management Cloud across EMEA
Delivery of technical briefings and skills transfer workshops on Oracle ES, C@C and OMC
Support the build-up and dissemination of best practices on Oracle ES, C@C and OMC
Recruit and build an ecosystem of partners with solutions and service offerings which run on Engineered Systems and Cloud at Customer, and/or leverage the Oracle Management Cloud service
Accelerate the build-up of partner consulting & implementation practices for Oracle ES, C@C and OMC,and related topics
Working closely with sales to migrate workloads to Oracle Cloud at Customer
Spearhead the development of new partner solutions, services offerings, customer references, and wins, with Oracle Cloud at Customer and Oracle Management Cloud
Respond quickly and with insight to partner inquiries on product roadmap, strategy, product directions via meetings, email, web conferences, social media and telephone.
Actively participate in technical special interest groups, inside and outside Oracle
Skills / Experience
Proven experience in business development with Oracle Engineered Systems and Oracle cloud
Experience in competitive offerings (vs. Engineered Systems) delivered by the top players in the Converged Infrastructure market
Experience in competitive offerings (vs. C@C and OMC) delivered by the top players in the cloud market
15+ years of experience on Oracle’s on-premise or cloud portfolio
Technical hands-on experience with, and applied knowledge of, Oracle DB, Oracle ES, specifically (Exadata, Big Data), C@C and/or OMC products in a consulting, sales consulting, and partner/customer facing role is considered a must
Broad understanding of Oracle’s product portfolio with specialization in Oracle ES, C@C and OMC
Competency on Oracle overall PaaS and SaaS offerings is considered a plus
Competitve product knowledge on application & data migration to Oracle is considered a plus
Ability to drive sales acceleration programs is highly desirable
Positive customer service, experience and orientation attitude
Exceptional communication skills: presentation, written, verbal skills
Project management attitude with experience in defining programs, engage resources and manage timelines/deadlines
Ability to influence across organizations and get buy-in and collaboration from other functions as required
Good self organization and ability to work independently on complex projects
Partners across EMEA
A&C LoB’s, SaaS, SI, VAD, Field teams
Corporate Oracle ES, C@C and OMC Product Management teams
Cloud Oracle ES, C@C and OMC BDMs across EMEA
Alliances & Channels sales representatives
Oracle Partner Marketing and Field Marketing
Cloud Center of Excellence EMEA leadership
Oracle EMEA Enablement and Oracle University
Oracle EMEA Communications and Social Media teams
Leader of Cloud Transformation & Platform Solutions team, EMEA A&C
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.
Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 8 years of related experience with a secondary education in Marketing or a related field.
As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).