Oracle Alliances Manager - NetSuite in Netherlands
Alliances Manager - NetSuite
Alliance Role Job Description (IC4)
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.
This role requires:
- Business and sales capabilities to contribute to the NetSuite strategies in
the Benelux region as well as to contribute to the Alliance Partner's
consulting sales strategies and goals, which includes building joint pipeline
to increase NetSuite revenue that is influenced by Alliance Partners.
- The ability to work with their Alliance Partner's senior management to affect
change to the Alliance Partner's business model to achieve greater alignment
with the revenue goals of the NetSuite Global Business Unit.
- The ability to improve their partner's co-selling skills to achieve greater
alignment with NetSuite's sales representatives.
- The ability to educate NetSuite sales representatives and management on the
co-selling value of each of their Alliance Partners.
- Execution of Alliance Partner's business plans, including the ability to
independently follow the Alliance Manager's capacity plan expansion goals to
align with local sales growth.
- Execution against a territory-aligned overlay quota
8-10 years of experience managing
both Regional and Global Systems Integrator partners is preferred.
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.
Job Type: Regular Employee Hire