Alliance Management, Senior Director with ORACLE for North America

NTT DATA•Plano, TX

About The Position

Here are the key tasks for the Alliance Management Senior Director: Co-Sell Leadership: Collaborate on orchestration and growth of joint sales pursuits with alliance partners, from opportunity identification through deal closure Pipeline Generation: Proactively build and manage a pipeline of partner-influenced opportunities, with clear targets for partner-sourced and partner-assisted deals Peer Engagement: Act as a peer and trusted advisor to client executives and sales executives, ensuring seamless integration of partners into client opportunities Partner Advocacy: Champion the value of alliance partners internally, ensuring their offerings and differentiators are leveraged in every relevant pursuit - and represent the company at partner events, conferences, and executive forums Sales Enablement: Equip sales teams with partner knowledge, tools, and resources to maximize win rates in joint pursuits Performance Metrics: Be accountable for specific partner growth KPIs with a heavy emphasis on TCV of partner-influence wins - and with support from the alliance operations team, track and report on alliance performance metrics, ensuring accountability and continuous improvement Oracle Partnership Growth: Lead the North America strategy and execution for Oracle including joint business planning, field enablement and deal support Global Collaboration: Work in alignment with our Global Alliance Management team on overarching plans, providing North America input and commitments to KPIs Relationship Building: Serve as the executive point of contact for key partner stakeholders, fostering trust and long-term collaboration Cross-functional Alignment: Drive alignment across internal functions (sales, marketing, product, services, legal, finance) to support alliance goals Governance: Oversee governance processes, including QBRs, scorecards, and executive briefings - and ensure compliance with partner program requirements and contractual obligations Business Development: Identify and pursue new growth opportunities within the Oracle ecosystems Experience in a matrixed, global organization is essential.

Requirements

12+ years of experience in alliance management, business development, partner sales and/or strategy roles
Deep knowledge of Oracle ecosystems, including partner programs, solution portfolios, and market dynamics
Demonstrated success in building and scaling partnerships
Strong executive communication and stakeholder management skills
Experience with joint go-to-market planning, co-selling, and field enablement
Ability to navigate complex organizational structures and drive cross-functional alignment
Bachelor's degree required
Willingness to travel as needed (up to 25% with some global)
Experience in a matrixed, global organization is essential

Nice To Haves

MBA or equivalent preferred

Responsibilities

Collaborate on orchestration and growth of joint sales pursuits with alliance partners, from opportunity identification through deal closure
Proactively build and manage a pipeline of partner-influenced opportunities, with clear targets for partner-sourced and partner-assisted deals
Act as a peer and trusted advisor to client executives and sales executives, ensuring seamless integration of partners into client opportunities
Champion the value of alliance partners internally, ensuring their offerings and differentiators are leveraged in every relevant pursuit
Represent the company at partner events, conferences, and executive forums
Equip sales teams with partner knowledge, tools, and resources to maximize win rates in joint pursuits
Be accountable for specific partner growth KPIs with a heavy emphasis on TCV of partner-influence wins
Track and report on alliance performance metrics, ensuring accountability and continuous improvement
Lead the North America strategy and execution for Oracle including joint business planning, field enablement and deal support
Work in alignment with our Global Alliance Management team on overarching plans, providing North America input and commitments to KPIs
Serve as the executive point of contact for key partner stakeholders, fostering trust and long-term collaboration
Drive alignment across internal functions (sales, marketing, product, services, legal, finance) to support alliance goals
Oversee governance processes, including QBRs, scorecards, and executive briefings
Ensure compliance with partner program requirements and contractual obligations
Identify and pursue new growth opportunities within the Oracle ecosystems