Oracle - Senior Manager - Alliance and Sales (APJ)
Senior Manager - Alliance and Sales (APJ)- Sydney / Melbourne What will your typical day look like?
This position focuses on building relationships, facilitating go-to-market strategies, creating deal cycles and crafting long-term account plans in co-operation with Oracle sales teams. You understand complex deal cycles characterized by enterprise, multi-pillar SaaS solution deals and you can drive value between our Deloitte and Oracle leaders.
Reporting to the Global Oracle Alliance Lead, the EMEA Alliances & Sales senior manager is self-motivated, energetic, driven for success and results oriented. You will actively track joint sales pipeline and meet or exceed quarterly and annual targets. In this role you will develop weekly reporting on account status, progress and results for Alliance & Sales leadership. A key area of focus will also be developing and maintaining relationships with Deloitte and Oracle colleagues at the industry and account level across the EMEA region to drive account collaboration and build business.
About the team
Deloitte is designated by Oracle as a Global Cloud Elite partner and has held the highest level of alliance relationship with Oracle for almost two decades. Deloitte Touche Tohmatsu Limited member firms throughout the world provide access to over 22,323 Oracle professionals with deep industry experience. We are passionate about transforming our deep expertise in Oracle Cloud into innovate business solutions for clients. We take pride in growing our position as a tier 1 global practice and find fulfilment in watching our work succeed from the start to finish of our projects. Enough about us, let's talk about you.
We're looking for someone with:
•Strong knowledge of entire Oracle Cloud product portfolio.
•Well versed in strategic account and solution selling, as well as relationship development.
•Strong leadership and coalition building skills along with the ability to manage complex cross-organizational, cross-company interactions.
•Driving sales engagement of Deloitte Oracle cloud based solutions with appropriate team members that drive increased opportunities and funnel flow.
•Identifying and engaging both Oracle and Deloitte resources and expertise as necessary to facilitate successful pursuits.
•Working with Deloitte account teams to identify key client stakeholders and proactively develop net new relationships for Deloitte.
•Collaborating across Deloitte Oracle practices in EMEA to drive deeper Oracle engagements, relationships, and client opportunities.
•Driving market alignment plans and managing the EMEA practice pipeline; conducting regular pipeline calls with Oracle and the Deloitte practice teams.
•Contributing to proposals, presentations, and overall client opportunity strategy as needed.
•Building go-to-market strategies to differentiate Deloitte positioning with vendors and clients.
•This role is an Asia Pacific role and will require 30 -40% travel
• Minimum eight years sales experience managing complex clients & sales cycles and a minimum of two years running alliance go-to-market supporting consultative sales for large transformational programs.
• Strong sales/marketing skills including needs analysis, business justification, and closing methodologies.
• Experience selling high end, project-based, professional consulting services or software solutions, characterized by long sales cycles and both large and small dollar transactions.
• Extensive knowledge of the Cloud Services business, with a broad understanding of market dynamics and Oracle's cloud capabilities.
• Existing business relationships with Oracle executives.
• Ability to work collaboratively to manage a high degree of ambiguity and develop structured, actionable, achievable work plans to drive operational and financial results
• Highly organized individual that is detail and task-oriented with extensive program management experience.
Embracing people from different backgrounds and thinking styles is at the very core of Deloitte. We create positively differentiated work experiences that enable our people to be their best and achieve their full potential.
At Deloitte, the crux of our success lies in our intent to make a difference for our clients, our people and society. From day one, you are part of a community that measures our impact through the value we create, not by the hours we spend at our desk. So we put great thought into agile ways of working, knowing that people work best in different ways. Next Steps
Sound exactly like the sort of role for you? Apply now!
If you've got any questions or wish to have a confidential conversation about this role, contact our amazing Talent Acquisition team. We'd love to hear from you! Job Location
: Sydney / Melbourne
By applying to this job you will be assessed against the Deloitte Global Talent Standards. We've designed these standards to provide our clients and candidates with a consistent & exceptional Deloitte experience globally.
Deloitte Touche Tohmatsu is the DTTL member firm in Australia ("Deloitte Australia"). "Deloitte" is the brand under which tens of thousands of dedicated professionals in independent firms throughout the world collaborate to provide audit, consulting, financial advisory, risk management, tax and related services to select clients.
Requisition code: AUEXP171327