Infoplus Technologies UK Limited
Oracle AVP - Sales and Alliance Lead
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Job Description: AVP – Oracle Sales (EU & UK) + Oracle Alliances Lead
Role Summary
Responsible for driving Oracle revenue across Europe and the UK (50%) and building and monetizing Oracle alliances (50%).
Think of this role as:
- Engine 1: Direct Sales → immediate revenue
- Engine 2: Oracle Alliances → multiplier effect
If done well, alliances should generate 2–3x pipeline of direct sales.
1. Oracle Sales – Europe & UK (50%)
Primary Objective
Build a strong EU/UK Oracle revenue engine with focus on new logo acquisition and account mining.
Key Responsibilities
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Pipeline Creation & Closure
- Build and maintain 3x pipeline coverage
- Drive Oracle ERP, HCM, OCI, EBS and Analytics deals
- Own full sales lifecycle from hunting to closure
-
New Logo Acquisition
- Target strategic industries in EU (BFSI, Manufacturing, Retail)
- Create entry through transformation-led conversations, not small tickets
-
Account Expansion
- Mine existing accounts for cross-sell opportunities
- Drive Cloud transformation (EBS → Fusion, Data → Analytics, OCI adoption)
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Regional GTM Execution
- Localize messaging for EU/UK market dynamics
- Drive CXO connects, events, and industry plays
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Revenue Ownership
- Own EU/UK Oracle bookings target
- Ensure predictable quarterly deal closures
2. Oracle Alliances & Ecosystem Leadership (50%)
Primary Objective
Turn Oracle partnership into a consistent pipeline generation and deal acceleration engine.
Key Responsibilities
-
Oracle Relationship Management
- Build deep relationships with Oracle regional leaders (Sales, Alliances, Industry)
- Become “top-of-mind SI” for Oracle in EU/UK
-
Co-Sell & Joint GTM
- Define joint Go-To-Market plans with Oracle
- Drive co-sell deals and Oracle-led opportunities
- Participate in Oracle account planning cycles
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Pipeline from Alliances
- Source pipeline directly from Oracle ecosystem
- Track Oracle-sourced vs Zensar-sourced revenue mix
- Target increasing Oracle-influenced pipeline %
-
Events & Market Visibility
- Drive joint events
- Position Zensar as a credible EU Oracle partner
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Partner Program Optimization
- Maximize Oracle partner benefits, incentives, and programs
- Align certifications, competencies, and solutions with Oracle priorities
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Internal Alignment
- Bridge Sales, Delivery, and Pre-sales with Oracle GTM
- Ensure faster deal shaping and closure with Oracle backing
3. Success Metrics (What Good Looks Like)
Sales KPIs
- EU/UK Oracle bookings (primary)
- Pipeline coverage ≥ 3x
- New logos acquired
- Deal conversion ratio
Alliance KPIs
- % of pipeline sourced/influenced by Oracle
- Number of co-sell deals with Oracle
- Joint GTM programs executed
- Oracle relationship depth (qualitative but critical)
4. Ideal Profile / Competencies
- Strong Oracle ecosystem understanding (Apps, Cloud, OCI)
- Proven EU market seller (relationships > slideware)
- Deep alliance management experience
- Ability to operate across external partners + internal teams
- Strong commercial instincts (deal shaping with Oracle)
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