Government Marketplace & Alliances Director

Do you have passion for technology, the curiosity and willingness to learn new skills, work with new tools and discover new and innovative approaches to solving complex technical challenges in an increasing cloud-based world?

Due to rapid growth, Oracle GDI – Government, Defense & Intelligence, has an exciting opportunity for a Government Marketplace & Alliances Director

 

This is a hybrid position based in the Virginia/ DC area

 

In this role, you will be responsible for managing multiple priority Independent Software Vendors (ISVs) across their lifespan on Oracle’s Cloud Marketplace. This role includes pre-sales support, Oracle Partner Network (OPN) onboarding, Marketplace onboarding, strategic go-to-market plan development and administration, pre-award solutioning, relationship development and management, and industry representation at conferences and engagements in support of government, defense and intelligence end-customers. 

Those who excel in this role are motivated self-starters who love to solve challenging problems, feel comfortable working directly with our Partners and have an insatiable curiosity about what “is possible” with cloud technology. The primary focus of a Solution Specialize – Partners & Alliances is to become an expert in a core set of Oracle products and solutions, as well as those offered by our Partners, and to present the value proposition and benefits of our solutions and partnering with Oracle.

Career Level - IC4

Qualifications:

Disclaimer:

Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $123,000 to $207,300 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 70/30 - 80/20.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Responsibilities:

What you will do (Key responsibilities):

• Manage priority ISV partner executive and account level engagement: Successfully maintain existing relationships and develop net new penetrations in priority SI organizations resulting in increased Partner go-to-market planning (training, co-marketing, strategic initiatives, solutioning, etc.) and sell-through to GDI end customers.
• Manage Partner executive and account level engagement: Successfully maintain existing relationship with ISV Partners and forge net-new partnerships resulting in greater Partner go-to-market planning and sell-through to GDI end customers.
• Successfully onboard new ISVs to Oracle’s Marketplace, ensuring timely and accurate administrative processing and image onboarding.

 

Additional responsibilities include:

• Manage partner executive and account level engagement.
• Represent Oracle GDI in industry events, conferences, and engagements. Limited travel may be required.
• Identify, vet, and onboard new Partners to provide access to niche and net-new end customer spaces.

 

What you will bring (Requirements):

• Must possess or have the ability to obtain and maintain TS/SCI eligibility. 
• Knowledge and experience of Federal contract mechanisms, reviewing CDA/NDAs, teaming agreements, sub-contractor agreements, and biding T&Cs documentation related to Partner agreements for risk and highlight to appropriate internal stakeholders and reviewers.
• Demonstrated excellent verbal and written communication skills, needs analysis, positioning, business justification and closing techniques.
• Ability to persuade others through presentations, demonstrations, and written communications.
• Ability to travel as needed.
• A BS degree or equivalent, advanced degree highly desirable.

 Come Join Us!

 

#LI-PA4

 

Salary : $123,000 - $207,300