049156-Oracle Alliance Director – NA

Oracle Alliance Director- NA

Position Description

 

Reporting to the Global Oracle Partner Executive, the role of the Oracle Alliance Director NA is to contribute in driving incremental Capgemini Bookings, Revenues and Margin with Oracle in NA for the Oracle Business Line and for the Non- Oracle Business Line.

The position requires interactions with Oracle executives and their teams. The ideal work location is San Francisco Bay Area or New York Area.

 

Goals

 

 

 

�  Drive and execute Capgemini Oracle NA Plan

�  Drive New Logos, Net New (New Opportunities in an existing account) and Renewals and Extensions

�  Be an executive Capgemini point of contact for engaging Oracle Executives and teams within NA BU Business Lines/Market Units

�  Develop a deep sense of the strategic direction of Oracle and contribute in developing executive recommendations in collaboration with Global Oracle Partner Executive

�  Support and represent Oracle with the Capgemini Market Unit Leads to design their Offerings/Solutions and create Go-To-Market plans

�  Investigate and react on all new opportunities generated by Oracle�s cloud product portfolio.

�  Participate in Quarterly Business Reviews (QBRs) with Oracle and in collaboration with BU leadership and Global Alliance Team.

�  Fully support our AMSI/CMA accounts with an Oracle presence and help Account Executives to close net new big deals that include Oracle as part of the solution.

�  Document and promote Oracle partner solutions and architecture into Capgemini technical/delivery/architects communities.

 

 

Key Responsibilities

�  Instigate a strong governance and executive mapping

�  Lead engagement in the field with Account Execs as well as all sales efforts from the partner�s perspective (Oracle and Capgemini) for NA. Ensure deeper penetration of existing     Capgemini accounts by leveraging Oracle

�  Work with Oracle Teams to map industry, business line and market unit leaders to identify potential joint opportunities and future account development, initiatives and solutions

�  Align with North America, Oracle Business Line and Non-Oracle Business Line to develop Oracle plan and participate as part of their leadership team to support solutions and GTM activities.

�  Strongly contribute to NA Portfolio Plan (Strategy, Prioritization, Execution)    

�  Manage operational processes and specifically OPN (Modernized OPN Expertise system, Resell, Sales Central etc.).           

�  Support Sales Activities (including seminars, webcast, conferences, road shows, joint planning/mapping sessions)          

�  Support Account Strategy Development leveraging Oracle and/or ecosystems of Oracle Partners

�  Support Marketing Activity (Campaigns: align with Market Units, identify targets, track ROI / Events: Support organization, track ROI)

 

�  Support Analyst Report process, Forrester, Gartner, IDC ( SPOC for NA in terms of content and references)

 

 

 

 

Key Measurements/KPIs

 

�       Oracle Alliance Success Measure Bookings targets that have been validated by the Partner organization  

�       Overall total Sell-With Bookings with Oracle

�       Incremental bookings on our Partner Driven and Partner Supported Growth and Incubator Initiatives

�       Capgemini�s relative position vs other SI�s in Oracle partner rankings

�       Increase of Capgemini’s presence/influence at Oracle Headquarters in NA

�       Success of QBRs (Quarterly Business Reviews) and Executive Relationship management

Profile

 

�       Title:  Oracle Alliance Director NA

�       Level: Director

�       Background: Alliances Management, Sales Management, Multi Country Account Management, Business Development Management

�       Experience:

�      Track record of successful management of alliance programs within a large Consulting/ System Integrators organization

�      Oracle Executive position experience in North America

�      Alliance/Account Management experience

 

 

Expected Competencies

 

 

�       Role Competencies

�      Mastery of Alliances/Sales Management techniques

�      Market Awareness

�      Executive Presence

�      Deep knowledge of Oracle and Oracle�s Ecosystem

�      Rigorous Program Management and Change Management skills

 

�       Core Competencies

�      Business Acumen

�      Excellent Presentation Skills

�      Understanding of Cloud/PaaS/SaaS Business

�      Understanding of Oracle Product and Solution portfolio

�      Industry and Technology understanding

�      Excellent Communication/Listening Skills

�      Strong negotiation skills

 

 

�       Competencies

�      Strong networking and relationship development skills

�      Ability to influence and convince executives

�      Comfortable with working in a �virtual� team and network

�      Ability to work autonomously in a dynamic environment

�      Successful in teaming with people from different cultures


About Capgemini   Capgemini is a global leader in consulting, digital transformation, technology and engineering  services. The Group is at the forefront of innovation to address the entire breadth of clients� opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50-year+ heritage and deep industry-specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. Today, it is a multicultural company of 270,000 team members in almost 50 countries. With Altran, the Group reported 2019 combined revenues of �17billion.
Visit us at www.capgemini.com. People matter, results count.                                                                                               Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.
This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.   

Capgemini’s robust Outsourcing offerings include: Applications Management, Infrastructure Management and Business Process Management. We combine these services with our deep industry knowledge and experience to provide the change agent to accelerate business growth. We generate quality and speed through our proven tools, methods and global centers. These capabilities, coupled with our program management expertise are tailored to fit the most challenging business needs.

 

The capability to generate new business from new offers or new logos.

 
Leads the deal process through development of Sales strategy, solution proposal, and deal closing for large opportunities. Manages identification and generation of Sales opportunities and the cultivation of pipeline growth. Effectively exceeds network and contacts to build and maintain an attitude of vigilance for opportunities. Identifies and escalates market trends to appropriate clients and Capgemini leaders.

 

Click the following link for more information on your rights as an Applicant – http://www.capgemini.com/resources/equal-employment-opportunity-is-the-lawThe capability to generate new business from new offers or new logos.
Leads the deal process through development of Sales strategy, solution proposal, and deal closing for large opportunities. Manages identification and generation of Sales opportunities and the cultivation of pipeline growth. Effectively exceeds network and contacts to build and maintain an attitude of vigilance for opportunities. Identifies and escalates market trends to appropriate clients and Capgemini leaders.
� Qualification: Bachelor’s Degree

Ref:

049156

Posted on:

June 29, 2020

Experience level:

Director

Education level:

Bachelor's Degree (�16 years)

Contract type:

Regular

Location:

United States-0010J

Department:

US073227

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