This role is responsible for the creation and go-to-market execution of multi-year business plans with Regional and Global Systems Integrators as well as Regional and Global Business / Strategy / Management / Technology Consulting Firms that are part of NetSuite's Alliance Partner Program ("Alliance Partners").
In addition to working with existing Alliance Partners, this role is responsible for recruiting new named Regional Alliance Partners into NetSuite's Alliance Partner Program.
The role will also include building go-to-market engagement plans and executing against those plans to build pipeline and increase vertical market traction, and to establish a working relationship with the Global Alliance Managers in support of partner practice expansion as needed.
Additional responsibilities include all day-to-day field alliance go-to-market activities, such as managing their partner's forecast and pipeline, work with sales and marketing to secure customer + Alliance partner references, and to work with regional marketing to ensure Alliance Partners are linked into appropriate go-
to-market lead generating activities.
The most important responsibility of this role is to establish deep co-selling engagement with NetSuite's regional sales teams and ensure their managed Alliances are included very early in NetSuite's sales cycles.
As part of the field sales engagement responsibility, this role must operate as an important extended member of NetSuite's sales teams and works closely with sales representative as well as sales management and presales team on opportunities, forecasts and closing activities as well as is able to represent Alliance Partner by positioning their services and repeatable offerings to NetSuite's field sales teams.
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.
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.
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).