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Oracle Accenture Alliance Director, Cloud/Tech in Marlborough, Massachusetts

Engages in business development strategies and programs in support of Oracle's Sales Organization.

Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)

Acknowledged authority within the Corporation.i Acts as a leader of large-scale company initiatives.i Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of Marketing/Business Development experience in the technology industry, preferably software industry. Experience should include relationship management. Conversant in Oracle technology and product strategies. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. BA/BS degree or equivalent, advanced degree highly desirable.

This is a remote/office based position which may be performed anywhere in the United States except for within the state of Colorado.

Oracle is an Affirmative Action-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, protected veterans status, age, or any other characteristic protected by law.


The Accenture Alliance Director will be responsible for driving customer success outcomes enabled by Oracle cloud with Accenture. This role will be responsible for developing and managing alliance solutions with go-to-market strategies that are inclusive and across all of Oracle’s cloud and tech offerings (cloud services, GBUs, business processes and enterprise infrastructure). While the job includes components of traditional PMO responsibilities, most of the work is a direct focus on business building and creating concrete, tangible and incremental value for Oracle through our partnership with Accenture.

This role will be accountable for:

  • Ownership, development, measuring and managing Accenture’s cloud/tech strategies; primarily focused in North America but contribute on a global scale the Accenture/Oracle cloud, tech strategy.

  • Track and measure the health of Accenture cloud/tech relationship through metrics, governances and dashboards that report on strategic solutions/initiatives, joint selling, marketing assets, sales plays, account planning outcomes, customer success wins, implementations and joint investments.

  • Utilize operational data and a global strategy to drive favorable partner behavior intentionally and proactively.

  • Work closely and influence Oracle leaders in product development, sales, marketing, alliances, business development and other business stakeholders.

  • Reporting and presenting on business planning and business reviews, supporting leadership meetings, promoting business development including review of new investments, working on strategic operational initiatives, account alignment/follow through, etc.

  • Create asset and define GTM motions

o Identify the messages and value propositions to be used for demand generation

o Align the assets to the global and regional sales plays

o Leverage the partner relevant experience to ensure customer success while implementing Oracle cloud solution

  • Set unified governance for managing and measuring customer success associated with partner strategy

o Identify steering committee (participants, roles, responsibilities)

o Define metrics

o Create and manage cadence

o Execute and report in alignment with Field Sales, A&C, Development, and Marketing

  • In addition to owning the cloud infrastructure and technology strategy between Accenture and Oracle, this role will also be responsible for overseeing the Public Sector and Federal Strategy with Accenture.

o We are uniquely positioned as partners in this market and given the nuances of these industries, it will require knowledge of this space and will cover across the enterprise.


The manager will have experience in consulting services roles preferably in software/cloud services and delivery. Ideally, s/he will be a creator, builder, analyzer, optimizer – someone who instinctively analyzes strategy and GTM motions to determine how to make them better.

More specifically, s/he will have the experience described below:

  • GTM vision & strategy: Will identify and drive the right opportunities for Oracle to innovate, transform and differentiate. Able to make difficult tradeoff decisions.

  • Excellent communication and cross-functional teamwork skills. Able to handle challenging meetings with internal and external executives.

  • Hands on – not just a leader/talker but also wants to roll up her/his sleeves to get the job done.

  • Technical aptitude and business acumen.

  • Understanding of Oracle enterprise, specifically around Oracle Cloud Infrastructure.

  • Experience working with Accenture, a plus.


  • Entrepreneur.

  • Creative thinker able to shape compelling solutions with Accenture.

  • A highly collaborative leader who can navigate different personalities, work well in teams, and believes that 1 1=>3.

  • A strong focus on ownership and execution. An executive with the appropriate level of drive and “toughness” to effectively manage in a fast-paced environment, ensuring results and deadlines are achieved.

  • A strong balance of strategic and tactical skills, with a high level of intellectual, agility, and capacity for original thought.

  • An enthusiastic, high-energy, and motivating leader who is visibly passionate and is capable of inspiring and galvanizing an organization.

  • Focuses on actions and outcomes; driven to overachieve.

  • An exceptional communicator who can write, present, and effectively adjust messages to meet individual audiences and organizations. Notably, strong client orals skills (present proposals to clients in a compelling way).

Job: *Marketing

Organization: *Oracle

Title: Accenture Alliance Director, Cloud/Tech

Location: United States

Requisition ID: 210008U6