Oracle Partner Development Manager IV

Job Description:

This position is responsible for the Partner Ecosystem (e.g. ERP/eCommerce) GTM strategy and annual Plan. This role is focused on driving business relationships at all levels of the partner organization, leveraging these relationships for revenue growth within various sales channels. The Partner Development Manager will collaborate partner strategy and activities with executive, sales, marketing, development, partner and product leadership and other internal functional teams as required to execute on appropriate Partner strategy and go-to-market plans. This role is accountable for driving ecosystem pipeline working in a cross functional team to achieve the annual net new revenue goal for the assigned Partner Ecosystem.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Drives partner business development strategy and activities with Partner globally in support of corporate revenue and strategy goals.

• Develops, cultivates, and leads Partner Ecosystem relationships for partner and business- related activities that drive opportunities to meet annual revenue target

• Interacts with all levels of the Partner Ecosystem leadership (executive, solutions, partner, development, and sales) to maintain and grow existing partner relationships.

• Develops, fosters and extends a network of executive relationships across the Partner Ecosystem.

• Manages Partner Ecosystem channel planning and operational activities - partner strategy, market development, business planning, and forecasting.

• Executes the company's go-to-market plans related to Partner objectives and sales goals.

• Creation of Partner Ecosystem annual account plan and provides quarterly updates for executive management

• Collaborates with the organization's Sales Channel Managers to drive awareness through the partner and sales ecosystem

• Properly positions Partner solution messaging through the Partner Ecosystem customer channel.

• Initiates and drives participation at industry and/or partner events (user groups, associations).

• Promotes the organization's solutions through the channel and generate additional product and services demand through trade shows, webcasts, demos, etc.

• Addresses industry groups through public speaking, presentation development and delivery, etc.

• Provides Partner leadership through social media venues that build market awareness

• Provides support to Vertex global sales and channel teams activities.

• Develops and open relationships with appropriate Partner sales and channel leadership

• Provides subject matter expertise in pre-sales activities (either directly or directing team resources) - participating on sales conference calls, meetings and in RFP processes.

• Promotes and supports Partner education internally, coordinating knowledge transfer, training, and facilitating Vertex operational readiness.

• Monitors Partner Ecosystem to assess the sales impact of Vertex solution(s) in the marketplace and the overall success of the partner.

• Monitors competitor activity in the Partner Ecosystem and implements strategies to maintain account ownership and block competitor advancement.

• Ensure Vertex Alliances are aware, trained and supported on Partner integrations with Vertex solutions and products.

• Provides mentorship to new and existing members across the partner program.

• Participates in projects and performs other duties as assigned.

• Occasional business travel may be required.

KNOWLEDGE, SKILLS AND ABILITIES:

• Deep working knowledge of SaaS and tax technology applications (ERP, eCommerce, Procurement technologies)
• Ability and experience to operate effectively at senior management and C-executive levels internally and externally.

• Partner business plan formulation and execution experience.

• Ability to manage a portfolio of partner solutions that has potential to drive a minimum of $5 million in new annual revenue.

• Develop and execute annual partner go-to-market plan to achieve annual objectives and revenue quota for specific Partner Ecosystem.

• Demonstrates leadership ability to work in a cross-functional go-to-market team environment

• Demonstrate team leadership and team building skills.

• Ability to coordinate/lead industry and/or partner special interest group meetings

• Strong market knowledge of the ERP/Ecommerce ecosystem.

• Strong acumen of the end-to-end business transaction process between host application and Vertex

• Strong knowledge of partner strategy with ability to communicate impact to Vertex

• Strong business acumen and execution skills, financially astute.

• Strong communication and presentation skills both written and verbal.

• Demonstrate ability to gain trust and credibility across Partner and Vertex organizations.

• Ability to succeed in a collaborative environment.

• Ability to build base case to gain organizational alignment for new Partner initiatives.

• Ability to manage high visibility or high impact projects simultaneously.

• Ability to work with minimal supervision.

• Ability to listen and understand information and communicate the same.

• Must possess strong interpersonal, organizational, presentation, facilitation and negotiation skills.

• Must be results oriented and customer focused.

• Self-motivated, accountable approach and a strong sense of teamwork.

• Takes initiative to drive/improve internal partner business processes for the betterment of the team.

• Ability to listen and understand information and communicate the same.

• Must possess good organizational skills.

• Must be results oriented, customer focused, and exhibit good interpersonal skills.

• Proficiency in Microsoft office packages.

• Sufficient knowledge of business communications, including telephone, voicemail, and e-mail and operations of office machines, such as photocopier, scanner, and fax.

EDUCATION AND TRAINING:

• Bachelor’s Degree in Business required; MBA preferred.

• Ten (10) plus years of experience in partner management and/or sales or business development within a business software preferred.

• Or equivalent combination of education and/or experience.

Other Qualifications
The Winning Way behaviors that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.