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Job Description

You and Oracle

At Oracle Cloud Infrastructure (OCI), we build the future of the Cloud for Enterprises and Organizations as a diverse team of fellow creators and inventors. We act with the speed and attitude of a start-up, with the scale and customer focus of the leading technology company in the world.

For decades Oracle has supported the largest and most advanced Defense and Intelligence organizations in the world. With a strong understanding of the Defense and National Security operations and landscape, we are expecting you to bring first-hand experience in some of the key technologies impacting the industry; Cloud, Digital, core Defense & Security transformation, IT modernization, ML/AI with a deep knowledge of defense sector security requirements. Understanding the changing global environment, emerging technology trends and national defense sector transformation imperatives is essential.

Key Responsibilities

The EMEA Defense Partners and Industry Expert will be responsible for building and expanding Oracle Cloud position in the Defense Sector through global and national system integrators, consulting firms and industry partners.

Your mission is to bring through our partners the value of the whole Oracle Cloud portfolio (IaaS, PaaS and SaaS) to serve effectively Defense Sector digital transformation imperatives. You will collaborate on a day-to-day basis with our ecosystem of defense partners to build and execute on joint Go-to-Market strategies in order to drive an exceptional interconnected cloud experience for our Defense customers in EMEA and NATO.

As EMEA Defense Partners and Industry Expert, you will be part of the EMEA Defense team of technical and business Subject Matter Experts whose main mission is to identify and capture strategic opportunities and to position unique Oracle value proposition across Defense organizations and Defense Industry in order to drive Oracle cloud adoption and consumption.

In this role, you build a partner's strategy and execute on it to achieve business objectives in terms of bookings and consumption. You will coordinate with the Oracle Channels and Alliance Managers in the different regions and countries, the local sales leads, consultants and architects to drive business outcomes and serve as their defense business and partners expert. You will collaborate closely with supporting functions within Oracle to optimally provide support and guidance to our cloud-partners. You’ll offer new ideas and perspectives on activities which will produce significant long-term benefit to Oracle, our customers and our partners.

Specific responsibilities include:

• Drive the implementation of Oracle’s cloud strategy with Defense customers. Work collaboratively with the EMEA Defense team and national Defense Sales Reps to create an interconnected cloud experience for our Defense customers in EMEA and at NATO.

• Develop and maintain strong relationships with global and national system integrators (SIs), consulting firms and industry partners in the defense sector in EMEA and at NATO and serve as their cloud technology expert.

• Collaborate closely with all these partners to position Oracle as key Cloud partner in strategic defense opportunities across EMEA and NATO, develop a commercial engagement strategy for these partners, agree on joint-GTM strategies and execute accordingly.

• Act as the primary Oracle liaison for all defense-related business and technology matters with these partners and the Oracle Channel and Alliance Managers in the countries, ensuring alignment with Oracle's strategic objectives.

• Drive success for bookings and consumption of Oracle through our cloud partners.

• Maintain a deep understanding of the Defense and Security landscape in order to identify and prioritize key opportunities for Oracle and our partners.

• Create compelling value propositions based on Oracle and our partners’ solutions for Defense customers.

• Ensure all contractual agreements between Oracle and the partners are fulfilled.

• Ensure high levels of partner and customer satisfaction, acting as a point of escalation for issues.

• Identify and pursue new business opportunities within the defense sector to grow Oracle’s OCI footprint. Personally work with customers and partners to support and advocate for defense sales opportunities.

• Attend, host, and speak at industry marketing events.

• Educate and enable partners on Oracle's cloud offerings, ensuring they have the necessary knowledge and expertise to advocate for Oracle Cloud solutions with Defense customers.

• Work closely with Oracle's sales, marketing, and technical teams to develop tailored material and solutions that meet the specific needs of defense sector partners and clients.

• Monitor and report on market trends, competitive activities, and industry developments.

Year One Critical Success Factors

• Grow Oracle’s business with our partners by leveraging the full Oracle portfolio.

• Grow bookings and consumption of Oracle portfolio.

Preferred Skills and Experience

• Minimum of 10 years of experience in public sector and/or defense business, with a focus on technology integration and partner management.

• Proven track record of managing relationships with system integrators and/or defense industry partners and driving business growth through strategic partnerships.

• Experience in cloud solutions & technology,

• Strong understanding of the public sector and specifically the defense sector and its unique requirements.

• Excellent relationship-building, negotiation, and communication skills.

• Hands on mindset and ability to manage multiple priorities in a fast-paced environment.

• Proficiency in developing and executing partner engagement strategies.

• Business and Entrepreneurial spirit

• Creative problem solver able to shape compelling Go to Market strategies with Oracle’s partners

• A strong focus on ownership and execution.

• Focuses on actions and outcomes; driven to overachieve

• An exceptional communicator who can write, present and optimally adjust messages to meet individual audiences and organizations.

• Willingness to travel for business purposes, as needed.

Education

A Bachelors’ degree is preferred. An advanced degree is a plus.

About Oracle

For more than four decades, Oracle has delivered innovation upon which entire industries have been built. From transforming healthcare to advancing scientific research, the work we do at Oracle is not only transforming the world of business---------------------it---s defending governments, powering nonprofits, and giving billions of people the tools they need to outpace change.

Scale

• US$50B in revenue in FY2023

• 430,000 customers in 175 countries

• More than US$72B in R&D since FY2012

• US$110B+ spent on more than 150 acquisitions

• 20,000 partners across the globe

• 164,000 employees

• 18,000 customer support and service specialists, speaking 29 languages

• 30,000 implementation consultants

Innovation

• World’s first and only autonomous database

• Industry’s broadest and deepest suite of cloud applications

• Holds nearly 19,000 patents worldwide

• 47,000 developers and engineers

• 5 million registered members of Oracle--s customer and developer communities

• 469 independent user communities in 97 countries representing more than 1 million members

Social Impact

• US$23+ million donated to support 7,000+ nonprofits through grants, sponsorships, and employee giving in 64 countries.

• Oracle Education Foundation delivered 8,363 hours of learning in technology, design thinking, and futures thinking, supporting 327 students.

• Recycled and reused 99.9% of retired hardware.

• 22,966 Oracle Volunteers donated 101,006 hours to complete 1,603 projects for 813 organizations in 48 countries.

Career Level - IC5

Responsibilities

Key Responsibilities

The EMEA Defense Partners and Industry Expert will be responsible for building and expanding Oracle Cloud position in the Defense Sector through global and national system integrators, consulting firms and industry partners.

Your mission is to bring through our partners the value of the whole Oracle Cloud portfolio (IaaS, PaaS and SaaS) to serve effectively Defense Sector digital transformation imperatives. You will collaborate on a day-to-day basis with our ecosystem of defense partners to build and execute on joint Go-to-Market strategies in order to drive an exceptional interconnected cloud experience for our Defense customers in EMEA and NATO.

As EMEA Defense Partners and Industry Expert, you will be part of the EMEA Defense team of technical and business Subject Matter Experts whose main mission is to identify and capture strategic opportunities and to position unique Oracle value proposition across Defense organizations and Defense Industry in order to drive Oracle cloud adoption and consumption.

In this role, you build a partner's strategy and execute on it to achieve business objectives in terms of bookings and consumption. You will coordinate with the Oracle Channels and Alliance Managers in the different regions and countries, the local sales leads, consultants and architects to drive business outcomes and serve as their defense business and partners expert. You will collaborate closely with supporting functions within Oracle to optimally provide support and guidance to our cloud-partners. You’ll offer new ideas and perspectives on activities which will produce significant long-term benefit to Oracle, our customers and our partners.

Specific responsibilities include:

• Drive the implementation of Oracle’s cloud strategy with Defense customers. Work collaboratively with the EMEA Defense team and national Defense Sales Reps to create an interconnected cloud experience for our Defense customers in EMEA and at NATO.

• Develop and maintain strong relationships with global and national system integrators (SIs), consulting firms and industry partners in the defense sector in EMEA and at NATO and serve as their cloud technology expert.

• Collaborate closely with all these partners to position Oracle as key Cloud partner in strategic defense opportunities across EMEA and NATO, develop a commercial engagement strategy for these partners, agree on joint-GTM strategies and execute accordingly.

• Act as the primary Oracle liaison for all defense-related business and technology matters with these partners and the Oracle Channel and Alliance Managers in the countries, ensuring alignment with Oracle's strategic objectives.

• Drive success for bookings and consumption of Oracle through our cloud partners.

• Maintain a deep understanding of the Defense and Security landscape in order to identify and prioritize key opportunities for Oracle and our partners.

• Create compelling value propositions based on Oracle and our partners’ solutions for Defense customers.

• Ensure all contractual agreements between Oracle and the partners are fulfilled.

• Ensure high levels of partner and customer satisfaction, acting as a point of escalation for issues.

• Identify and pursue new business opportunities within the defense sector to grow Oracle’s OCI footprint. Personally work with customers and partners to support and advocate for defense sales opportunities.

• Attend, host, and speak at industry marketing events.

• Educate and enable partners on Oracle's cloud offerings, ensuring they have the necessary knowledge and expertise to advocate for Oracle Cloud solutions with Defense customers.

• Work closely with Oracle's sales, marketing, and technical teams to develop tailored material and solutions that meet the specific needs of defense sector partners and clients.

• Monitor and report on market trends, competitive activities, and industry developments.

Year One Critical Success Factors

• Grow Oracle’s business with our partners by leveraging the full Oracle portfolio.

• Grow bookings and consumption of Oracle portfolio.

Preferred Skills and Experience

• Minimum of 10 years of experience in public sector and/or defense business, with a focus on technology integration and partner management.

• Proven track record of managing relationships with system integrators and/or defense industry partners and driving business growth through strategic partnerships.

• Experience in cloud solutions & technology,

• Strong understanding of the public sector and specifically the defense sector and its unique requirements.

• Excellent relationship-building, negotiation, and communication skills.

• Hands on mindset and ability to manage multiple priorities in a fast-paced environment.

• Proficiency in developing and executing partner engagement strategies.

• Business and Entrepreneurial spirit

• Creative problem solver able to shape compelling Go to Market strategies with Oracle’s partners

• A strong focus on ownership and execution.

• Focuses on actions and outcomes; driven to overachieve

• An exceptional communicator who can write, present and optimally adjust messages to meet individual audiences and organizations.

• Willingness to travel for business purposes, as needed.

Education

A Bachelors’ degree is preferred. An advanced degree is a plus.

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by calling +1 888 404 2494, option one.

Disclaimer:

Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer