Alliance Management, Senior Director with ORACLE for North America at NTT DATA

Plano, Texas, United States -

Full Time

Start Date

Immediate

Expiry Date

13 Apr, 26

Salary

0.0

Posted On

13 Jan, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Alliance Management, Business Development, Partner Sales, Strategy Roles, Sales Enablement, Pipeline Generation, Co-Sell Leadership, Performance Metrics, Relationship Building, Cross-Functional Alignment, Governance, Oracle Ecosystems, Executive Communication, Stakeholder Management, Joint Go-To-Market Planning, Field Enablement

Industry

IT Services and IT Consulting

Description

Here are the key tasks for the Alliance Management Senior Director: Co-Sell Leadership: Collaborate on orchestration and growth of joint sales pursuits with alliance partners, from opportunity identification through deal closure Pipeline Generation: Proactively build and manage a pipeline of partner-influenced opportunities, with clear targets for partner-sourced and partner-assisted deals Peer Engagement: Act as a peer and trusted advisor to client executives and sales executives, ensuring seamless integration of partners into client opportunities Partner Advocacy: Champion the value of alliance partners internally, ensuring their offerings and differentiators are leveraged in every relevant pursuit - and represent the company at partner events, conferences, and executive forums Sales Enablement: Equip sales teams with partner knowledge, tools, and resources to maximize win rates in joint pursuits Performance Metrics: Be accountable for specific partner growth KPIs with a heavy emphasis on TCV of partner-influence wins - and with support from the alliance operations team, track and report on alliance performance metrics, ensuring accountability and continuous improvement Oracle Partnership Growth: Lead the North America strategy and execution for Oracle including joint business planning, field enablement and deal support Global Collaboration: Work in alignment with our Global Alliance Management team on overarching plans, providing North America input and commitments to KPIs Relationship Building: Serve as the executive point of contact for key partner stakeholders, fostering trust and long-term collaboration Cross-functional Alignment: Drive alignment across internal functions (sales, marketing, product, services, legal, finance) to support alliance goals Governance: Oversee governance processes, including QBRs, scorecards, and executive briefings - and ensure compliance with partner program requirements and contractual obligations Business Development: Identify and pursue new growth opportunities within the Oracle ecosystems Experience in a matrixed, global organization is essential. 12+ years of experience in alliance management, business development, partner sales and/or strategy roles Deep knowledge of Oracle ecosystems, including partner programs, solution portfolios, and market dynamics Demonstrated success in building and scaling partnerships Strong executive communication and stakeholder management skills Experience with joint go-to-market planning, co-selling, and field enablement Ability to navigate complex organizational structures and drive cross-functional alignment Bachelor's degree required; MBA or equivalent preferred Willingness to travel as needed (up to 25% with some global) 12+ years of experience in alliance management, built partner programs, created solution portfolios, business development, partner sales and/or strategy roles Ability to travel up to 25% as needed

Responsibilities

The Senior Director will lead co-sell leadership efforts, collaborating with alliance partners to drive joint sales pursuits and manage a pipeline of partner-influenced opportunities. They will also champion the value of alliance partners internally and ensure alignment across various internal functions to support alliance goals.