Alliance Management, Senior Director ORACLE North America

Overview

Req : 348468

NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

We are currently seeking a Alliance Management, Senior Director with ORACLE for North America to join our team in Plano, Texas (US-TX), United States (US).

Location: This is a remote role in the United States with preferred locations in the SE, NE, or MW.

• 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

The ideal candidate will bring a strong background in strategic alliances with a successful track record of business development and/or sales with partners, specifically with Oracle. Prior experience and contacts inside the Oracle ecosystem are imperative. Experience in a matrixed, global organization is essential. This role requires a blend of strategic thinking, operational rigor, deal execution and relationship-building skills.

• Experience: 12+ years of experience in alliance management, business development, partner sales and/or strategy roles
• Knowledge: Deep knowledge of Oracle ecosystems, including partner programs, solution portfolios, and market dynamics
• Track Record: Demonstrated success in building and scaling partnerships
• Communication: Strong executive communication and stakeholder management skills
• Go-to-Market: Experience with joint go-to-market planning, co-selling, and field enablement
• Cross-functional: Ability to navigate complex organizational structures and drive cross-functional alignment
• Education: Bachelor’s degree required; MBA or equivalent preferred
• Travel: Willingness to travel as needed (up to 25% with some global)

• 12+ years of experience in alliance management, built partner programs, created solution portfolios, business development, partner sales and/or strategy roles
• Ability to travel up to 25% as needed

Where required by law, NTT DATA provides a reasonable range of compensation for specific roles. The starting pay range for this remote role is $157,005 - $290,750. This range reflects the minimum and maximum target compensation for the position across all US locations. Actual compensation will depend on a number…