Summary of Role / Profile:
The primary role of the Europe Oracle Alliances Manager is to work with the Oracle & Wipro team to create and develop strategic alliances & relationships and foster new business development opportunities. The role is responsible for interlocking with the partner community, creating mindshare for solutions, and creating a pipeline of new business opportunities by setting the strategy, investments and actions that will drive revenue growth for Wipro Oracle.
Responsibilities:
Build and drive joint strategy and business planning with Oracle that includes clearly defined go-to-market initiatives. Regular reviews of the plan with milestone metrics and progress tracking:
- Manage the entire life cycle of Alliances… Strategize, Identify, Engage, Create, GTM, Governance
- Build a clear, concise partner strategy with an established centralized and ongoing partner/alliance management process and governance.
- Create an eco-system with Oracle through synergy between different verticals and horizontals within the organization.
- Drive global partner management ensuring reporting, partner-based pipeline management and eliminating channeling conflict.
- Understand Wipro Oracle capabilities/offerings and create a strong culture of effective utilization of partners through networking within Wipro and co-selling
- Develop and maintain strong and trusted relationship with Wipro Sales organization & strategic partner relationships.
- Be a key source of insight into Competitive and Partner landscape/strategy/news.
Skills & Capabilities:
- Should have atleast 15 years of overall experience.
- Should have 3-4 years of experience in alliance management, sales or business development roles in a Services environment.
- Experience in Oracle cloud preferred.
- Be comfortable developing executive-level sponsors within partnerships.
- Strong Project and Program Management skills including design and execution on global business plans.
- Should be a strong people person with excellent networking skills.
- A self-starter needing minimal management oversight to perform day to day responsibilities.
- Assertive – strong negotiation skills to work with Sales and strategic partners
- Cross-functional influence, relationship building, and project management skills towards a broad constituency ranging from partners, customers, sales, functional and technical management
- Strong interpersonal and communication skills with executive presence
Qualifications:
- Educational background: MBA preferably.
- Experience in alliance management, sales or business development roles in a Services environment.
- A hands-on collaborative style of working and a commitment to be a team player is a must.
- Outstanding communications skills --- written and verbal.
- The ability to influence peers and senior leaders across the business, and to inspire, nurture and lead team members.
- Ability to understand changing market dynamics, translating them into actionable strategies to achieve company objectives.