Roles and Responsibilities:

The primary focus of the role is about execution of the go-to-market to achieve business outcomes from Oracle and the partner. We envision the role evolving over time. In the first instance, the role will focus on operationalizing the contract; mobilizing the cloud go to market and driving the teams to get the Alloy platform live. 

Once established the role will be focused on driving the execution of the go-to-market at pace to meet expectations of Oracle and the partner. 

Driving the execution of the go-to-market to meet expectations of Oracle and the Partner

Capture and regularly reconfirm the expectations of Oracle and the Partner on the outcomes of the go-to-market Be the ultimate driver of the execution of the go-to-market sales teams (across the partner and Oracle) to identify, shape and capture opportunities and meet those expectations.

Driving the governance

Provide briefings to senior management at appropriate intervals to facilitate strategic decisions and improve win ratios. Oversee the development of documents for review/governance checkpoints, managing pursuit risks and issues. Run the joint Partner/Oracle Governance as defined the contract

Communication and Performance Management:

Manage communications and track performance against process milestones.

Operationalise the contract

There are a number of contractual commitments made in the agreement. A Key part of the role is to operationalize the commitments. These include and are not limited to:

Topic  Role/Responsibility Alloy agreement/Alloy OD/SaaS OD Liaise with Oracle Cloud teams Iaas/PaaS and SaaS product management teams on changes to the Service Specifications and Alloy documents. There is an obligation to notify the client of any changes to the Alloy services Mobilise IaaS/PaaS Sales/Pre-sales team  Confirm mapping of the Oracle Cloud Engineers and salespeople allocated to selling Alloy IaaS and PaaS Mobilise the SaaS Sales/Pre-sales team Confirm allocation and tracking of the hours of pre-sales effort. Confirm the mapping of the salespeople selling SaaS on Alloy Compensation Confirming the Tech Cloud (Sales Performance Incentive Fund) SPIF arrangement  Communication/PR  Communicate to our sales team on how to position Alloy to the clients Communication/PR  Announce Alloy to the user community (with Oracle Anti-Trust team approval)  Communication/PR  Announce Alloy to the partner community (with Oracle Anti-Trust team approval) Resellers Establish how the client can resell Alloy through reseller community Governance Establish steering committee (including the Oracle individuals named in the contract)  Compliance  Work with the Oracle Cloud Infrastructure (OCI) compliance team to assist with the Alloy certification in accordance with the Ordering Document (OD) Alloy implementation Work with the OCI and SaaS product management teams to implement the Alloy to achieve a successful go-live  SaaS implementation  Work with the SaaS sales team to confirm the BOM of the anchor client and drive the programme of work to get the anchor client live on Alloy

Desired Skills and Experience:

At least 10 years experience of successful delivery of large scale, international program delivery – ideally on go to market initiatives.  Successful track record of building truly trusted senior relationships and operating at senior levels in clients Exemplary stakeholder management including the Ability to work at all organizational levels, with a focus on influencing and challenging senior stakeholders. demonstrable track record of driving go-to-market initiatives  Demonstrable track record in influencing change and managing matrixed and virtual teams  Working understanding of cloud (IaaS/PaaS/SaaS)  Proactive in nature Outstanding writing, messaging, and overall communication skills. Program management skills, emphasising the drive for action. Sales strategy development expertise.