Strategic Alliance and Partners Sales Executive
Aconex
France FR
il y a 3j

Job Summary

Strategic Alliance and Partners Sales Executive-19000R2H

Preferred Qualifications

Strategic Alliance Partner Sales Executive

France Alliances and Channels

We are seeking a motivated executive who can lead the sales relationship with some our top System Integrators and Value Added Resellers in France for our most complete all technology solutions portfolio.

You will be able to talk about an impressive portfolio of solutions : our market leading database for the Cloud , Middleware Solutions, Cloud Paas and IaaS , BI & Big data, Security, Data Integration, Api, BlockChain Technology, Intelligent Chat bots, DevOps, Cloud at customer etc The business possibilities are very exciting.

The successful Alliance Partner Sales Executive will be a self-motivated team player who excels at cultivating executive-

level, strategic relationships that enable them to gain commitment and support to execute on a number of agreed business growth objectives.

Effective in utilizing Oracles internal resources, this person understands their partners business model, mobilizes necessary resources and proposes "Innovative and disruptive" strategies that they can take to their customer base to achieve a mutual win-

win for both the partner and Oracle

This person will have a good understanding of both the ITC industry trends and be able to competitively position Oracle’s server, storage, services, software and network based technology.

He / she is responsible and accountable for the development, management and accurate weekly forecasting of their partners pipeline.

RESPONSIBILITIES :

  • Primary relationship owner with the designated partners
  • Development and execution of the business plan for their assigned partners
  • Work with Marketing to drive the maximum ROI from any partner marketing funds
  • The identification, development, forecasting and management of opportunities to achieve their partners transactional revenue goal
  • Ensures that all of these opportunities are entered into and keep up to date on a weekly basis in the necessary business management / forecast tools : Fusion, etc
  • Conduct sales presentations to and in conjunction with their partners to our mutual clients
  • Broker and manage the engagement between Oracle’s and the Partner’s client team to ensure there are clear measurable objective set, followed through and managed
  • Achieve client satisfaction to agreed levels and strive to outperform competitors
  • Lead negotiations with the partner to ensure that business / contractual relationships are developed and sustained and that all engagements-business remains profitable.
  • Actively develop personal knowledge of industry / market sector, partners’ business challenges and the impact of potential future changes.
  • Ensure this knowledge is continually shared with team members.
  • Run quarterly update sessions with the partners consultants / architecture to ensure they are up to date with Oracle’s Product and Services portfolio and understand how, through the use of Oracle’s Innovation they're able to differentiates their solutions to their end client
  • Develop an understanding of the markets the partner operates in, and the Partners own competitive strategy.
  • Lead a matrix team of Oracle resources.
  • BEHAVOURIAL CHARACTERISTICS :

  • Excellent verbal and written communication, interpersonal and teamwork skills, highly organized
  • Client-focused individual (high level of empathy and ability to understand the needs of clients).
  • Self-motivated and directed
  • A background of consistently exceeding target
  • Focus on results with ability to follow through
  • Good attention to detail
  • Strong leader, technically and otherwise, with a results-oriented attitude that overcomes barriers
  • Strong entrepreneurial spirit, able to identify opportunities and associated risk
  • REQUIRED SKILLS :

  • Post-secondary education (BA, BS, BCOM) strongly preferred (or equivalent work experience)
  • Strong business acumen
  • Ability to develop, build and execute against business plans
  • Experience in building and leveraging Partner sales relationships
  • A good understanding of the Systems Integrator / Outsourcer business models and the ability to use this knowledge to develop sell to and sell through business
  • A broad understanding of IT Technologies and how they relate to current business challenges
  • Thorough understanding of complex solution sales cycle and a proven track record of successful solution selling
  • Success in closing high value contract negotiations
  • Ability to recruit and manage a virtual’ team
  • As part of Oracle’s employment process candidates will berequired to complete a pre-employment screening process, prior to an offerbeing made.

    This will involve identity and employment verification, salaryverification, professional references, education verification and professionalqualifications and memberships (if applicable).

    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).

    Oracle

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