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Director - Strategic Alliances - Sap and Oracle
Posted on 2/2/2022
Experience Level
Desired Skills
Data Analysis
  • This is a “wish list” and there will be plenty of opportunities to learn new skills and contribute to the Team and Customers needs and grow with Pythian. While we realise you might not have everything to be the successful candidate for the Strategic Alliance Director job you will likely have skills such as
  • Relevant Bachelor's degree in Business or equivalent combination of experience and education will also be considered
  • 10 years of experience working with technology partners and channels, preferably in an IT and B2B setting in a partner alliance or program manager role, bonus if SAP, Oracle or major public cloud provider
  • Proven track record developing and managing strategic partnerships and driving partner account activity in support of sales opportunities
  • An ability to influence and drive revenue goals while working closely with Pythian and partner sales teams
  • Experience with cloud, data analytics and data management
  • Proficient in use of various tools including Salesforce and Google Workspace (G-Suite) products
  • Excellent organizational skills, attention to detail, ability to multi-task/switch gears in a fast-paced environment and achieve results, driving towards critical outcomes
  • Excellent verbal and written communication and presentation skills, ability to work with and communicate to all levels of leadership, internally and externally
  • Excel at building and maintaining internal and external relationships and navigating organizations
  • Ability to work collaboratively or independently with minimal supervision
  • You are a hardworking, positive, trustworthy, energetic, creative, proactive, professional with integrity
  • Demonstrated desire for continuous learning and improvement
  • Ability to manage influence through persuasion, negotiation, and consensus building
  • Self starter and go getter, with can do attitude and strong drive for success
  • Travel as necessary to regional or HQ partner offices in key Pythian market regions
  • Strategic Duties:
  • Develop and Manage Business and Regional Territory and GTM Plans in conjunction with SAP and Oracle partner teams with specific deliverables from you
  • Build, manage and continually improve partner perception of Pythian and our brand, within SAP and Oracle ecosystem, keep a pulse on Pythian's reputation within partner circles
  • Navigate partner channels and lines of business to ensure Pythian is perceived in the best possible way
  • Understand and communicate Pythian business value, strategies, offerings, and competitive landscape
  • Provide strategic guidance to SAP and Oracle on partnering with Pythian regularly, anticipate and address SAP and Oracle partner needs
  • Understand SAP and Oracle partner program requirements and contribute to ensuring Pythian achieves top partner status
  • Understand partner primary business objectives. Build and execute an alignment strategy with Pythian's business plan
  • Source new services revenue opportunities for Pythian within SAP and Oracle partner channels and for our partners within Pythian. Meet or exceed goals
  • Develop and maintain relationships with key business and technical stakeholders at all levels within the partner ecosystem
  • Connect Pythian team members to their counterparts in the partner ecosystem
  • Create, develop and support strategic partner activities and initiatives with SVP, Business Development
  • Track and report on budgets and success
  • Travel as required for partner related activities and industry events - travel will be a consistent part of the role
  • Identify and capture available partner funding for marketing or other initiatives or customer benefit
  • Contribute as necessary to partner marketing initiatives to align key partner marketing strategies with Pythian priorities and marketing plans with an eye towards maximizing ROI
  • Establish performance standards, scorecards and data gathering required to evaluate and manage the performance of an alliance
  • Proactively identify, manage and troubleshoot potential channel conflict
  • Tactical Duties:
  • Achieve SAP and Oracle partner funding program goals
  • Develop an SAP and Oracle partner strategy to align with Pythian sales strategy as required, either geographically, regionally, by solution or by industry
  • Guide and contribute to certifications, specializations, expertise to maximize partner status as required
  • Uncover new relationships inside SAP and Oracle
  • Uncover new business or program opportunities inside SAP and Oracle
  • Foster relationships with SAP and Oracle partner Sales team members and leadership, facilitate the same for Pythian sellers and our leadership in order to develop and maintain strong support for Pythian
  • “Live” within the partner ecosystem
  • Help both partner and Pythian sales teams identify potential opportunities where Pythian's services can help to enable applications, focused on net new to Pythian accounts
  • Be a 'go to' resource for Pythian and partner sellers, assisting before, during, or after sales cycle as required by making connections, helping with account mapping, troubleshooting issues, navigating relationships, tracking activity, educating them on current programs and incentives, and communicating regular updates
  • Develop and execute sales enablement opportunities, including the development of sales briefings, to increase Pythian Sales knowledge of partner solutions and incentives
  • Develop and manage regular partner communications channels through cadence meetings, monthly newsletter, update emails, ongoing collaboration with key stakeholders, etc
  • Collaborate with Pythian Marketing/Partner Marketing Manager on the execution of partner marketing related resources, activities or initiatives
  • Source opportunities for Pythian to drive or create or enhance new solutions
  • Manage secondary tier partner relationships as assigned by the SVP Business Development

201-500 employees

IT consulting and managed services provider
Company mission
As a global IT services company, Pythian helps organizations transform by leveraging data, analytics, and the cloud. Pythian designs, implements, and supports customized solutions for the toughest data challenges. Delivering thousands of projects to the cloud, because they believe it is the very best place to be.
Company Values
  • Stand apart, stand above - A key differentiator for us is that we’re technology agnostic, which allows us to partner with our clients to address their pain points and needs, as well as offering flexible contract models.