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Oracle Continental Europe A&C leader (SaaS solutions focused) in MUNCHEN, Germany

Job Description

Are you ready to accelerate the volume of business (up to 50%) driven autonomously by our partners across the region? If you have the right expertise this is an incredible opportunity to excel in an exciting, fast-paced arena! Oracle is a global leader in Cloud Technology, and we are looking for a Continental Europe A&C leader (SaaS solutions focused) to drive success as part of our A&C team. We believe that our partner expertise on industry associated with an expertise on Oracle Products will bring the best satisfaction to our customers. Join us and create the future

Are you ready to accelerate the volume of business (up to 50%) driven autonomously by our partners across the region?

If you have the right expertise this is an incredible opportunity to excel in an exciting, fast-paced arena! Oracle is a global leader in Cloud Technology, and we are looking for a Continental Europe A&C leader (SaaS solutions focused) to drive success as part of our A&C team.

We believe that our partner expertise on industry associated with an expertise on Oracle Products will bring the best satisfaction to our customers. Join us and create the future

What you will do

The candidate will generate a business plan focused on SaaS solutions that fulfils the Oracle’s strategy, addresses the change needed and monitors the progress and achievements.

In this role, you will oversee country and regional management of partner account management teams. You will assist the managers with a tailored approached to drive the transformation we need. The objective is to get 50% of our business coming from our partners by the beginning of FY28. The Oracle strategy is focused on addressing our customers through an industry message hence getting our partners to build reusable industry assets based on Oracle is a core component of the change. You will propose new ideas and perspectives on activities, which will produce significant long-term company benefit.

The region is in need of a senior charismatic leader that can help reposition the Alliances organization and team both internally (better focus on sales, business partnering with the direct sales organization, reinvigorating the team, etc.) and externally with the partner ecosystem (GSIs, Local SIs, the boutiques and the wider partner network). Ultimately, the successful candidate will build a solid Alliances/Partner ecosystem that can help grow the business across the region, working shoulder to shoulder with the direct sales organization. The successful candidate will have strength, credibility and aptitude to build strong relationships with key decision makers/stake holders both internally and across the client landscape, drive stronger client centricity and work with the direct sales organization cluster leaders to build alliances in the constituent markets.

Specific responsibilities include:

Senior leader with experience of transforming and reinvigorating teams. High calibre leader that understands how to drive mind-set transformation across the business.

High energy, inspirational leadership style, leads from the front and understands how to structure an Alliances & Channel organization/team for success. Proven track record of running a high performing organization (direct and/or alliances) and in particular driving and increasing productivity.

Natural sales leader who can help develop and grow the markets exponentially. Intimate knowledge across the Continental European, with strong local market knowledge & reputation.

Credibility and C-suite Gravitas - C-level relationships across both the Partner/Channel/System Integrator landscape and the Large Enterprise clients

Experience of selling both to and through the Partner/System Integrators ensuring that they become strong sponsors and advocates of Oracle’s SaaS product portfolio

Strong networking skills both externally and internally.

Able to work in a matrixed environment. Driving the implementation of Oracle’s SaaS cloud strategy throughout the territory.

Maintaining and understanding of designated markets in order to identify and prioritize key opportunities.

Developing and communicating a pipeline of future business that underwrites targets; providing revenue forecasts.

Creating compelling, industry focused, value propositions with partners

Ensuring high levels of customer satisfaction within assigned accounts; acting as a point of escalation for issues between Oracle and selected top customers.

Reviewing performance and mentoring team members to achieve their personal goals

Being personally engaged with some customers as executive sponsor

Building and maintaining an industry customer reference program; initiating demand generation and marketing programs. Attend, host, and speak at industry marketing events.

Preferred Skills and Experience

At least 10 years of Sales and/or Alliances Management experience

Track record in positioning and selling large and complex projects.

Ability to build and maintain long-lasting business relationships.

Strong Communication, Negotiation and presentation skills

A genuine leader who can get buy in for the ambition and the vision of the transformation plan

Strong analytical skills with the ability to communicate complex ideas

Willingness to travel for business as needed

Hands on, you just don’t talk the talk. You are on the ground and roll up your sleeves to make an impact

Deep product and market expertise in the cloud arena, including customer needs, the competitive landscape, and key trends in the industry.

Leadership Competencies

Performance, drive, and execution—Holds self and others accountable for delivering shareholder value. Creates and instils a performance driven, results-orientation culture based on data and facts. Takes full accountability for the achievement of organizational results. Delivers audience-appropriate messages about financial performance and future expectations.

Collaboration—Fosters collaboration between business leaders and partners leaders. Facilitates consensus among diverse stakeholders with opposing viewpoints on critical issues. Drives a diverse and inclusive culture throughout the organization. Instils a sense of common purpose, joint mission, and mutual responsibility to create and support business outcomes. Aligns strategic priorities of own area with the direction and priorities of the broader organization.

Communicating for impact—Ensures clarity around organization's strategic intent and business objectives. Champions strategic initiatives in ways that generate organization-wide understanding and support. Builds confidence and inspires support through a convincing presentation style.

Inspirational leadership—Establishes and models authentic leadership across internal and external boundaries. Builds internal and external reputation as a strategic business leader. This is critical to bring your Leadership inside our partners’ organisation. Inspires and empowers others toward achievement of goals and strategies. Employs and develops the right talent at every level.

Competitive edge—Predicts changes in customer and partner ecosystem expectations; takes advantage of opportunities to shape and re-shape market propositions. Builds long-term business value. Creates a culture of innovation and encourages entrepreneurship. Strategically develops a range of options/paths to achieve business objectives within a changing environment.

Change agility—Initiates strategic change initiatives in anticipation of a changing external environment. Champions organizational change initiatives in a way that helps people understand, appreciate, and support them. Guides the organization to remain flexible in a changing, competitive environment. Fosters creativity, measured risk-taking actions, and entrepreneurial thinking in others

Mastering complexity—makes decisions about the long-term strategy to sustainably grow the business. Creates an environment that shapes and supports cross-functional analysis of problems and decision-making. Actively supports the resolution of ambiguous, complex problems that cross-organizational boundaries. Creates an environment of personal accountability and ownership for problem solving.

What we will offer you

A competitive salary with exciting benefits

Learning and development opportunities to advance your career

An Employee Assistance Program to support your mental health

Employee resource groups that champion our diverse communities

Core benefits such as life insurance, and access to retirement planning

An inclusive culture that celebrates what makes you unique

At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.

At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.

We expressly encourage disabled candidates to apply for this position. Please therefore feel free to voluntarily inform us in your application about any severe disability (degree of disability of at least 50%) or any equal status (degree of disability of at least 30% together with official decision on equality) in accordance with the German

SGB IX.”

Responsibilities

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.

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.

Disclaimer:

Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer

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