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Job ID: 44614
Date Posted: Jan 16, 2020
Business Unit: Hitachi Consulting
Company Name: Hitachi Consulting Global Corporation
Profession (Job Category): Consulting
Job Type (Experience Level): Experienced
Job Schedule: Full-time
Would you want to work as our Oracle Alliances Manager? The exciting opportunity exists for a proven Alliances Manager that will be responsible for the ongoing development and expansion of Hitachi Vantara's alliance strategy with Oracle. You will be playing a key strategic role within the business helping us to achieve a number of our key strategic and commercial targets. You will be working for a successful forward thinking Oracle practice that recently picked up 5 Oracle awards.
GOLD Middleware Partner of the Year Award
GOLD SME Partner of the Year Award
SILVER Business Analytics Partner of the Year Award
SILVER ERP Cloud Partner of the Year
Hitachi Vantara is the Consulting, IT and Solutions services business of Hitachi Ltd. We work with clients across the world from all industry sectors to design, build and operate technology solutions. We have particular strengths in the domains of ‘Digital’, ‘Internet of Things’, ‘Analytics’ and ERP and provide a range of supporting services (industry expertise, project management, process design, change management) required to achieve success. Frequently, we will leverage our relationship with the rest of Hitachi to bring innovative products and services into our solutions for clients. We will also work with clients to define outcome-based measures as part of our role in helping clients implement change and achieve benefits.
Hitachi Vantara is currently investing heavily in growing our European business through strategic investment in marketing, sales, and delivery capacity in response to increasing client demand for our services and our growth targets.
You will be committed to help us drive revenue into the business by working with marketing and Oracle directly, ensuring a high percentage of our business is generated directly from Oracle. Your role will be in driving Hitachi Vantara to become a leading partner across EMEA and globally through collaboration with colleagues in other regions.
The Oracle Alliance Manager is responsible for Hitachi’s EMEA alliance relationship with Oracle. The role is comprised of both field-level interactions as well as corporate-to-corporate initiatives. Responsibilities include expansion of Hitachi’s portfolio of strategic Oracle initiatives, driving a co-sell and resell strategy, influence on investments in co-development, and contributing to channel effectiveness.
You will driven to help us drive revenue into the business by working with marketing and Oracle directly, ensuring a high percentage of our business is generated directly from Oracle. Your role will be in driving Hitachi Vantara to become a leading partner across EMEA and globally through collaboration with colleagues in other regions.
The Oracle Alliance Manager reports into both our VP's of Demand Generation and Oracle Consulting Services and is responsible for Hitachi’s EMEA alliance relationship with Oracle. The role is comprised of both field-level interactions as well as corporate-to-corporate initiatives. Responsibilities include expansion of Hitachi’s portfolio of strategic Oracle initiatives, driving a co-sell and resell strategy, influence on investments in co-development, and contributing to channel effectiveness.
Specific activities include:
Facilitate productive and routine field-to-field relationships between the two organizations
Program manage achievement and maintenance of all OPN requirements towards OPN Platinum Partner status and desired Cloud Elite Program status
Enable and drive effective sales relationships between Hitachi and Oracle counterparts
GTM area facilitation and relationship management across Oracle marketing and operations, partner enablement and field sales units
Lead global strategic alliance initiatives, as agreed to with Practice Leadership
Establish and maintain relationship maps and corresponding communication plan with key stakeholders
Develop and manage an alliance co-sell and resell strategy to support corporate sales targets
Identify revenue and leverage alternative revenue opportunities through alliance MDF and Oracle engagement funds; Keep team informed on program opportunities
Nurture partner-to-partner relationships to strengthen the position of the alliance with Oracle and/or customers
Coordinate account and GTM activities across Hitachi Vantara and other Hitachi entities
Participate with the Oracle Practice leadership team to establish and drive the overall practice strategy.
Facilitate regular quarterly and annual executive business and alliance reviews.
Engage and direct marketing support to assist in the development of GTM programs.
Team with service delivery personnel to effectively execute sales cycles requiring alliance support
Participate actively in go-to-market activities where alliance influence is required
The ratio of reward will be mixture of base and variable pay. Based on overall bookings, pipeline sourced through alliance channels and success with securing market development funds
Ideally the hire will have worked for another key strategic Oracle Partner in a similar role. We would be particularly interested if the candidate comes from an Oracle pre-sales background, is highly client facing and has made major contributions with the securing of major enterprise deals.
Whilst Hitachi Vantara is respectful of our employees’ work / life balance candidates should be fully prepared to travel throughout the UK and internationally if required.
Inclusion and Diversity
Hitachi Vantara is committed to building an inclusive work environment that leverages the diverse talent and perspectives of our global workforce. We value the unique background, experience and capability of each employee and embrace differences including gender, race, religion, disability, nationality, age, sexual orientation, ethnicity and personal style.
Please feel free to contact Eldon Davis - within our Talent Acquisition team if you have any questions.