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Job Description

• Partner Account Manager leads the engagement with all our managed technology partners in Nigeria & West Africa and prospective new partners.
• The key goal is to accelerate, influence, and win more business with your partners in close collaboration with system integrator sales teams and supporting LOBs.

Career Level - IC4

Responsibilities

What you will do

• You will be part of the Africa Alliances and Channels Sales Technology team and work in concert with the African leadership and sales teams.
• Developing existing Oracle partners: engaging with the C-level, crafting joint business and marketing plans, establishing relationships and trust, evangelizing new Oracle technologies, discovering new areas of opportunity for Oracle and the partners, and educating partners on Oracle partner programs
• Depending on the territory, acquiring new partners: analyzing the market, discovering partnering opportunities for incremental business, networking, engaging with prospective new partners, and encouraging them to join the Oracle Partner Network
• Working with partners to progress opportunities through the sales cycle to closure, implementation, and consumption
• Developing and maintaining relationships with international and global counterparts to demonstrate corporate initiatives and to ensure adherence to Alliances and Channels standards

You will also

• Provide transformational leadership to the Alliance and Channel Management team and partners, fostering a collaborative and results-driven environment.
• Support and develop team members, ensuring their growth and alignment with organizational goals.
• Implement comprehensive alliance and channel strategies and partner business plans.
• Identify new partnership opportunities for revenue
• Develop, lead and grow strong relationships with key partners, ensuring mutual success and satisfaction.
• Collaborate with internal and external partners to enhance partnership effectiveness.
• Develop and manage creative channel initiatives for Africa.
• Work closely with cross-functional teams to create joint marketing and sales initiatives.

Qualifications

• Bachelor’s degree or equivalent experience in Business, Marketing, or a related field; MBA is a plus.
• Proven experience in alliance and channel management.
• Strong leadership skills with the ability to motivate and inspire a successful team.
• Strategic thinker with the ability to develop and implement innovative business plans.
• Excellent communication and negotiation skills.
• Analytical approach with proficiency in data-driven decision-making.

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What you will do

As a Deal Manager, you will:

• Proactively collaborate with Sales and functional collaborators to develop a realistic close plan for assigned managed deals, including identifying key achievements and anticipating potential issues.
• Provide advice to Sales on Oracle policies related to specific contract terms for managed deals and advise on appropriate contract terminology.
• Articulate the rationale behind Oracle policies and contract terms to assist Sales in customer negotiations, knowing when to defer to functional partners.
• Advise Sales on appropriate terminology for approval requests, ensuring clarity and unambiguity for Oracle approvers and efficient drafting by Deal Specialists.
• Facilitate internal discussions among functional stakeholders to reach business solutions for complex contracting issues and provide vital contract documents for detailed evaluations.
• Collaborate with and guide Deal Specialists in drafting managed deals.
• Conduct final reviews of contract documents to ensure approval by Oracle and reflect all negotiated commitments before releasing to Sales.
• Proactively manage the deal close plan, ensuring involvement and commitment from all parties until the contracting process concludes.
• Undertake other responsibilities as deemed appropriate by Oracle management.

Desired Experience

The ideal candidate should have:

• Experience in managing end-to-end contracting processes for strategic and complex transactions.
• Strong understanding of Oracle policies, contract terms, and the ability to articulate their rationale.
• Consistent track record of collaborating with diverse partners, including Sales, Legal, Finance, and other functional teams.
• Familiarity with working in a fast-paced, seasonal environment aligned with quarterly and annual fiscal cycles.
• Excellent communication skills and the ability to facilitate internal discussions to reach practical business solutions.
• Experience in guiding and collaborating with Deal Specialists in drafting managed deals.
• Proactive leadership skills to ensure the successful conclusion of the contracting process.
• Flexibility to work in a multi-cultural environment covering multiple countries and lines of business.

What We Will Offer You

• A competitive salary with exciting benefits
• Learning and development opportunities to advance your career
• An Employee Assistance Program to support your mental health
• Employee resource groups that champion our diverse communities
• Core benefits such as life insurance, and access to retirement planning
• An inclusive culture that celebrates what makes you unique