Alliances Consultant Job at Oracle Nigeria

[Jobrib]

Job Title: Alliances Consultant 3

Employer: Oracle Corporation

Job: IRC2217879  

Location: Nigeria, Lagos  

Discretionary Job Title: Country VAD Manager, West & Central Africa

ROLE FUNCTION AND SCOPE:

•   Lead the management of the VAD on all dimensions in order to meet both country A&C, GB objectives in alignment with the EMEA VAD strategy.

•   Ensure that VAD enablement leads to more VAD and partner self sufficiency and enriched product sales.

•   Drive incremental indirect revenue growth focusing VAD on non managed partners and new partner activation especially in the GB market.

•   Ensure  that the VAD is adding value to both Oracle and our existing and emerging partner community

REPORTING LINE:

•   Reports to VAD Director – Middle East and Africa

KEY RESPONSIBILITIES AND ACTIVITIES:

•   Build, share, update and drive the business plan and coordinate all sales, marketing and technical activities related to the strategic objectives defined with the VAD in the joint business plan.

•   Define the VAD plan to inform and train the partner network in order to increase self sufficiency.

•   Is responsible for the VAD revenue targets achievement and contributes in a very operational mode.

•   Lead the relationship with the top management at the VAD to influence all decisions around the partnership with Oracle.

•   Propose, drive new development initiatives on high value add Oracle products and /or to increase coverage through channel on the GB segment.

•   Coordinate the activation and recruitment of partners defined with the Oracle GB and named account divisions and totally aligned with the coverage strategy.

•   Define and execute an up-selling and cross selling plan with the VADs in order to increase the average deal size and the value add brought to our partners and customers.

•   Is responsible for the sales enablement and coaching of the VAD sales force.

•   Actively communicate on the value add and success of the VAD to educate the internal Oracle sales force regarding this channel.

•   Responsible for margin delivery.

•   Responsible for hardware and software sales – specifically aligned to corporate goals.

•   Responsible for Sales forecasting and accuracy.

•   Leverage hardware and software (capabilities, customers and pipeline) to create cross sell opportunities and solutions sales opportunities.  Where appropriate build complementary capability alliances within the partner community, e.g. teaming agreements between ISVs and Platform Providers.

•   Ensure VADs are building complementary Services Capabilities (as relevant) to both Oracle and the partner community.

•   Ensure VADs are making adequate investment in Demo/POC facilities to support the day to day needs of the partner community.

•   Ensure the provision of adequate Credit.

REQUIRED EXPERIENCE, SKILLS, KNOWLEDGE AND BEHAVIOR:

•   Minimum of 3 years selling solutions and ideally time spent working at a senior level.

•   At least 2 years Channel Management/VAD management experience.

•   Understanding of Oracle products and their positioning in the market.

•   Understanding of different partner types and customer segments, e.g. General Business.

•   Ability to operate at C-level.

•   Leadership.

•   Team work.

•   Ability to perform under pressure.

•   Ability to manage complex situations.

•   Good verbal and written communication skills in English.

•   Strong understanding of 2 Tier Distribution

Brief Description: Builds long term, strategic relationships with named and vertical business alliance partners.

Detailed Description: Facilities 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.

Job Requirements:  – Demonstrated track record developing and managing Global Partnerships and driving Partner account activity.  – Prefer strong analytical, sales channel and marketing skills.  – Prefer 5 years of related experience.  – Secondary education in Marketing or a related field preferred.

Additional Details: As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

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