Oracle Americas Alliance Leader (DC Senior Manager)
Do you excel at building relationships and enjoy bringing go-to-market (GTM) strategies to life? If so, you may be a great fit for our Oracle Americas Alliance Leader role. This is an exciting opportunity to further accelerate one of Deloitte’s largest alliance relationships and leverage it to expand the overall firm success in the US, Canada and LATAM markets.
The Oracle alliance generates significant revenue across Deloitte’s consulting, advisory and tax businesses. We call it the “Green Dot Red Stack” (GDRS), defined as the portfolio of services that Deloitte provides to our clients across the firm businesses enabled by Oracle technologies. In this role, you will be responsible to translate and drive the execution of the global Oracle alliance strategy for the GDRS across the entire region. In your day-to-day, you will work very closely with the Americas Oracle Lead Alliance Partner (LAP) and the Oracle Global Alliance Leader (GAL) to:
- Establish and nurture executive level relationships with Deloitte and Alliance Partner leadership for the Americas.
- Drive the definition and execution of our GTM strategies with all the GDRS pillars, both functional such as ERP, Tech, etc. as well as industry-focused such as our Digital Health pillar.
- Execute the above by working closely with all the GDRS business and pillar leaders in the US and by partnering with Canada and LATAM alliance leadership.
Work You’ll Do
The Oracle Americas Alliance Leader has a breadth of responsibilities which are jointly prioritized within the LAP and the GAL. The goal for this role is to drive incremental pipeline as well as support sales success by bringing the power of our relationship with Oracle to identify new opportunities and influence deal closures. Responsibilities for this role include:
- Go To Market
- Own and drive regional GTM plan, including the joint Alliance Program with Oracle, with focus on driving incremental pipeline.
- Closely coordinate the definition and execution of the GTM plan with Deloitte’s Oracle sales and marketing leadership. Coordinate sales, marketing, and go-to market activities to ensure they are aligned with and driving toward alliance plan objectives. Align on alliance marketing strategy and campaign execution.
- Drive joint pipeline activities with Oracle, act on strategic opportunities, and engage with pursuit teams.
- Manage all aspects of the Deloitte Oracle “named” programs: align with the global strategy, work with global Deloitte program manager(s), bring overall program awareness into the region, drive its execution from engagements’ sale through delivery, and report against key named metrics.
- Articulate how Oracle aligns to firm strategy, business offerings and strategic objectives and present to key internal and external stakeholders.
- Partner with Deloitte business leaders to identify and execute strategic priorities.
- Collaborate with the asset and innovation team to bring asset/innovations to market.
- Proactively represent Oracle in E&A conversations around the development of ecosystem plays.
- Coordinate GDRS input into the development of the firm’s industry DigiPrints.
- Advise on resell and commercial incentive strategies with regional resell team, and act as Deloitte point of contact for Oracle channel sales teams.
- Alliance Relationship Management
- Serve as the Alliance Regional point of contact.
- Foster and grow strong executive relationships between Deloitte and Oracle.
- Foster internal relationships to further your alliance impact.
- Coordinate the engagement with Oracle field sales teams with key sales leaders across the GDRS/region.
- Align with alliance partner to establish and manage overall health of the relationship.
- Understand and be conversant on technology, strategic priorities, and partner programs. Bring a point of view and connect the dots on these topics to identify and drive growth opportunities for Deloitte.
- Help the alliance partner to understand the business model/culture of Deloitte when going to market together and ensure awareness of the impact Deloitte has on incremental sales.
- Alliance Performance Management
- Understand and articulate the economic impact of your alliance on Deloitte’s business, including sell-with, sell-to, resell and buy-from metrics.
- Support how we measure success of the relationship and work with support teams to manage reporting.
- Maintain an accurate joint sales pipeline for your alliance in alignment with the “named” programming.
- Own regional quarterly business reviews (internal as well as external with Oracle) across the key areas of our business (e.g., Apps, Tech, Industry Pillar) and regional subset (e.g., North America, LATAM) to demonstrate impact (internal/external), track progress against plan, and set forth the execution of any corrective actions where needed.
- Coordinate with key sales leaders across the GDRS on the execution of periodic status and account planning meetings with Oracle field sales.
- Alliance Business Management
- Work with the GAL and Global alliance management team and maintain the strategic alliance plan for the Region, coordinating with the regional Deloitte GDRS leaders to keep an up-to-date view of the business plan highlighting GTM approach, top priorities, our capabilities, and financial goals for the alliance.
- Own and manage Deloitte E&A FY Planning and subsequent activities for Oracle for the region, including how we measure success. The regional plan will fold into the overall Global plan for Oracle maintained by the GAL and the Global alliance management team.
- Coordinate closely with GDRS business and pillar leaders across the region on training and enablement to meet alliance partner standards and GTM needs.
- Run point to escalate and resolve all issues related to business partner technology or business partner conflict in region.
- Support Regional legal and risk on all aspects of alliance contract management, working closely with the Global Oracle alliance contract leader.
Qualifications
Required
- Bachelor’s degree, advanced degree a plus.
- 10+ years professional experience with 5+ years focused on alliance management or equivalent experience working with vendors.
- Understanding of Oracle’s product suite or former implementation skills.
- Experience articulating value proposition for alliance products.
- Experience fostering and driving relationships within the relevant business lines of your alliance.
- Demonstrated experience building and maintaining strong relationships with a diverse set of internal and external constituencies, including senior level executives, consulting resources, technical teams, and sales representatives.
- Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve
*Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Preferred
- Experience working with the Oracle executives (AVPs, GVPs, SVPs, C-Suite).
- Understanding of the firm and sensitive to cultural differences in the various markets
- Strong network within Deloitte Oracle portfolio or other business unit that has synergies to bring Oracle solutions to market.
- Experience working in or with System Integrators, such as Deloitte and presenting to executives up to C-suite.
Skills:
- Savvy at navigating complex organizations and connecting the right people within each organization.
- Ability to think strategically, while staying focused on monitoring the progress of action items and bringing them to conclusion within appropriate time frames.
- Ability to influence and persuade key stakeholders to develop joint go-to-market sales and solution opportunities.
- Excellent team player. Effective at sharing and communicating knowledge and supporting teammates in times of increased workload.
- Highly organized and self-sufficient, successful with limited direction, upbeat and enthusiastic.
- Strong executive presence, complimented by clear and convincing communication skills to respective client teams through oral, written, and formal presentation mediums.
- High degree of integrity by honoring commitments and demonstrating consistent and predictable follow-up.
- Strong aptitude and passion for driving operational detail and market impact.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $161,000-$294,000.
You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.