Partner Account Manager

Oracle Government, Defense & Intelligence has and an exciting opportunity for a Partner Account Manager

 

This is a hybrid position requiring the candidate is based in the VA/ DC area.

 

 

This role will serve as a Partner Account Manager that works in partnership with the sales and business development teams. Oracle has a team of Account Executives (AE’s) that are responsible for the end-customer relationship in the Defense, Homeland Security and Intelligence space. Oracle Partner team is responsible for all indirect relationships and transactions.. Oracle has a significant market opportunity in cloud sales and services with our partners. The partner manager will handles all sales activity covering cloud, software license, hardware and services. This role will be primarily responsible for identifying and developing new partnership relationships that will drive a meaningful revenue stream for Oracle. The Partner Account manager will focus on identifying and qualifying prospective partners. After qualification the role will be responsible for the onboarding, training and developing the partner go To Market Plan.  A successful candidate for this position is a highly motivated individual, with a strong IT and sales background. The role will require considerable time spent with the partner community – spending time with them at their facility and potentially with their project teams to both build relationships as well as determine how Oracle can add value to their efforts. Strong existing relationships with the Federal Partner community is important. The Partner component of the Oracle strategy is a key pillar to our success with the end customer 

 

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: $113,100 to $185,100 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 50/50 - 60/40.

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:

• Develop PARTNER GTM strategy in coordination with the Sales and BD teams that ensures that Oracle’s share of the Federal market is growing in proportion to its overall business.
• Develop and execute strategic partner plan to achieve sales targets and expand our customer base
• Responsible for partnering with sales, specialty sales and leadership team to drive account and opportunity level sales capture plans
• Responsible for discovering and cultivating net new incremental revenue opportunities within      new Partner accounts 
• Partner closely with Account Executives in selling into Federal accounts driving growth where the Partner is leading or CoLeading with Oracle
• Develop sales presentations and value messaging that supports Oracle cloud value propositions and industry differentiators for the partner community
• Help drive, execute, and reinforce the GTM messaging and strategy into the partner community and target performance area sales campaigns to drive net new growth
• Establish growth goals for the Partner community that will be measured for performance indicators at the end of the fiscal year – clear understanding of what success look like
• Identify knowledge gaps within the team and develop a plan to fill them.
• Ensure that company quotas and standards are met by holding check-ins with sales team to set objectives for the day and to monitor progress.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.

 

What you will bring:

• 7 years successful quota attainment selling infrastructure and analytics in the federal marketplace.
• High degree of proficiency in federal market and comprehension of industry trends, client needs and business drivers
• Strong business acumen and experience developing and delivering client facing sales presentations
• Must be able to articulate understanding of current cloud trends at a level that provides immediate credibility and client engagement

  Work under minimal supervision on complex projects – strong self-motivation

  Strong interpersonal skills and ability to excel in a collaborative atmosphere

  Strong written communications skills

  Must want a career-oriented environment that is both fun and professional.

• Strong customer service orientation and ability to develop and maintain relationships
• Must possess or have the ability to obtain and maintain a security clearance. Must be a US Citizen

Salary : $113,100 - $185,100