Manager, Partner & Channel Alliances

Company: Disability Solutions
Location: Herndon
Posted on: February 2, 2025

Job Description:

About the Role:The Manager, Partner & Channel Alliances is responsible for business development and managing the Oracle Partner Channel Alliances. The Manager, Partner & Channel Alliances reports directly to the Sr. Director/Vice President for Oracle Public Sector Sales and interfaces with the following DLT teams: Oracle Sales, Marketing, Order Management, others as may be needed, and the following at Oracle: PartnerHelp, Channel Alliances, and Channel Managers to create and manage solutions and services for the DLT Oracle Partner & Channel Alliances team.What You'll Do:

• Develop and maintain relationships with the Oracle Channel and Marketing teams.
• Manage and Mentor your direct report(s) of the Partner & Channel Alliances team
• Attend Sales and Channels meetings to structure deals properly to fit Oracle NSR Guidelines
• Maintain a complete understanding of Oracle's licensing policies
• Manage the Channels and Rep relationships to help improve communications with Oracle and to better understand what Oracle is expecting on Non-Standard Requests (NSRs)
• Strategize with sales team to justify NSR approval requests to Oracle to support winning bids/proposals
• Sales operational management of Oracle Contract vehicles
• Actively manage complex and/or strategic opportunities
• Manage all Oracle Migrations (license types, license to cloud, etc.)
• Manage all Co-terms and License to Cloud conversion
• Manage ULA license agreements, Enterprise license agreements
• Manage Expansion and License assignments
• Build electronic carts in the Oracle Store for all Oracle orders
• Mentor and manage all new Sales Associates until they are trained and ready for a team
• Train reps on SMaRT (DLT's opportunity management system)
• Train reps on NSR and all Oracle processes
• Train reps on all Oracle contract vehicles
• Monitor, manage, index and release new policy/procedures update and documents released by Oracle
• Contribute to key opportunities with sales and managers at both DLT and Oracle
• Proactively manage all the Oracle Certifications, training, and resell rights required for DLT's Oracle Partner level
• Liaison between DLT Marketing and our sales team to properly manage events, generate and execute on call campaigns.
• Support The DLT Oracle Division proper structure of Oracle deals to help get proper approval levels and discounts
• Work proactively with Sales, Contracts, Operations, Finance etc. to manage deals and identify key milestones and potential issues
• Manage DLT's Partner Membership with Oracle, to ensure we are compliant and that all agreements and addendums are up to date and valid
• Validate and/or create timely spreadsheets, for weekly forecasts and monthly on-premises license renewals
• Coverage for the DLT Oracle Division team during quarter closes and year ends, helping prepare Operating MOR packet, Deal Logs, procurement feed and keyword updates
• Act as the divisions SEWP and Omnia Partners expert
• Act as the division's backup SMaRT expertDaily Work Activities and Context
  • Manage business operations for the DLT Oracle division at DLT
  • Review Order Packets
  • Process and submit orders to Client (or DLT Order Management)
  • Act as the liaison between DLT Sales and Oracle's Government Resell Programs Group and Channels sales team
  • Work with sales and program management to ensure all price books are current through the CRM (SMaRT)
  • Mentor and train sales associates
  • Work with Marketing to arrange Oracle-lead partner enablement training
  • Train reps on DLT systems and Oracle systems
  • Review order packets
  • Process and submit orders to client
  • Coordinate with other functional areas of DLT business team to support client business
  • Ensure all Oracle Supplemental Terms and Conditions are updated on DLT site and SMaRT
  • Act as surrogate SEWP Champion and assist Sales in SEWP opportunities through the CHOP
  • Other job duties, as assignedWhat We're Looking For:Minimum Qualifications
    • Bachelor's degree and a minimum 3 years of sales or customer services experience
    • Strong problem-solving skills with a demonstrated track record of success
    • Strong interpersonal communication skills (both written and verbal)
    • Proficient in Microsoft Office, especially Excel
    • Computer literate; comfortable working in a database environmentPreferred Qualifications
      • Public sector market knowledge
      • Ability to work in a fast-paced environment
      • Ability to multi-task
      • Strong time management skillsKey SkillsBusiness Development, Communication, Microsoft Office, Oracle, Oracle Systems, Problem Solving, Relationship Management, SalesWhat's In It For You?
        • Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
        • Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
        • Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
        • Diversity, Equity & Inclusion: It's not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
        • Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
        • Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.Don't meet every single requirement? Apply anyway. At TD SYNNEX, we're proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion. If you're excited about working for our company and believe you're a good fit for this role, we encourage you to apply. You may be exactly the person we're looking for!We are an equal opportunity employer and committed to building a team that represents and empowers a variety of backgrounds, perspectives, and skills. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, gender, gender identity or expression, sexual orientation, protected veteran status, disability, genetics, age, or any other characteristic protected by law.TD SYNNEX is an E-Verify company

Keywords: Disability Solutions, Richmond , Manager, Partner & Channel Alliances, Executive , Herndon, Virginia