Oracle Alliances Manager - NetSuite in Netherlands

Alliances Manager - NetSuite

Preferred Qualifications

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: Sales

Location: Netherlands

Job Type: Regular Employee Hire

Organization: Oracle