Job Information
Oracle Oracle Financial Services Alliances & Channels Director - Americas in Helena, Montana
Job Description
Oracle Financial Services Alliances & Channels Director - Americas
Location: United States
Travel: Up to 25%
No visa sponsorship is available for this position
Description
Oracle Financial Services’ Alliances and Channels team is responsible for expanding license sales through our partnerships with companies that want to sell and implement our software. Partner is a broad term covering Tier 1 advisory partners, global systems integrators, regional systems integrators, Value Added Distributors, and Independent Software Vendors. This is achieved through the co-selling and/or reselling of the Financial Services licenses that grow the revenue and market share and enable partners to deliver either all or some of the services related to implementation and ongoing unique customer requests for enhancements that will not be part of the Oracle Financial Services products.
You will build long term, strategic relationships and indirect channels for license sales with regional and global vertical business alliance partners. You will recruit and support partners for our entire Financial Services portfolio of software solutions. These solutions cover: core banking, digital banking, risk analytics, compliance, revenue management, insurance administration for health, life and annuities, as well as bank assurance. In addition, you will work very closely with the Global System Integration partners to drive strategic joint Go-To-Market (GTM).
Responsibilities
Engage partners to drive targeted pipeline management, account planning and opportunity identification/qualification and execution related to Oracle Financial Services software. Oracle provides a suite of software for financial services industry covering Banking, Analytics and Insurance.
Collaborate and align with the other key GTM stakeholders like sales, pre-sales, consulting and product management.
Develop strong sustainable relationships with Oracle direct sales teams and foster a culture of strong pro-active teaming with A&C.
Facilitate the completion of individual business plans for all assigned partners to meet or exceed assigned business and revenue goals.
Work with Partners to identify target opportunities, develop and actively manage pipeline, 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 and expand coverage for the strategic partners.
Develop heat map identifying Financial Services lines of business where partners have or want to have expertise and create associated skills matrix indicating which country/territory, solution area(s), and skill (sales, pre-sales, implementation) fit the partner.
Ensure enablement of partner by skill, country/territory and Financial Services line of business
Job Requirements
Provide leadership and expertise in the development of indirect sales with local, regional and in some cases, global partners frequently operating at the leading edge of technology.
Strong knowledge of SaaS sales and how to build and drive SaaS GTMs working closely with advisory partnerships.
Needs to be extremely strategic but demonstrated ability to roll up sleeves and get tactical where required.
Comfortable to work in a large matrix structure with an ability to collaborate cross functionally and across the organization.
Demonstrated track record developing and managing Partnerships and driving Partner account activity.
Strong knowledge of the regional companies, analytical, and sales skills preferred with the ability to influence.
Existing relationships with GSIs, local and regional partners is highly desirable (core banking, digital banking, risk analytics, compliance, revenue management, insurance administration for health, life and annuities, as well as bank assurance).
Experience managing to a quota an absolute requirement.
Fluency in Spanish is a huge plus but not required.
Responsibilities
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.
Disclaimer:
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
Range and benefit information provided in this posting are specific to the United States only
Hiring Range: from $138,000 to $232,300 per annum. May be eligible for equity and compensation deferral. Eligible for commission with an estimated pay mix of 60/40 - 80/20.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle offers a comprehensive benefits package which includes the following:
Medical, dental, and vision insurance, including expert medical opinion
Short term disability and long term disability
Life insurance and AD&D
Supplemental life insurance (Employee/Spouse/Child)
Health care and dependent care Flexible Spending Accounts
Pre-tax commuter and parking benefits
401(k) Savings and Investment Plan with company match
Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
11 paid holidays
Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
Paid parental leave
Adoption assistance
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance
About Us
An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.
In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.
Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.
At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.
That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
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, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
* Which includes being a United States Affirmative Action Employer