Alliance Lead

RIA Advisory; Maharashtra; Hybrid; INR 4,000,000 - 7,000,000; Full time

Job summary

RIA Advisory LLC in India seeks an Alliance Lead to drive the strategic relationship with Oracle and other key vendors. You will govern the Oracle Partner Network, scale multi-cloud partnerships, and shape a portfolio of cloud ERP, Revenue Management, Cloud Billing, and Utilities solutions for global clients.

You will align global delivery teams, lead governance reviews, and coordinate GTM programs, MDF, and co-sell activities with Oracle and other partners, ensuring compliant, scalable

Responsibilities

• Domain-Specific Expertise: Align global delivery teams to attain Oracle Cloud ERP, Revenue Management, Cloud Billing, and Utilities specializations.
• OPN Tracks Management: Manage global enrollment across OPN tracks (Service, Build, Sell) for incentives and co-sell priority.
• Global Credential Tracking: Design and monitor certification frameworks via Oracle University for tier retention.
• Environments & Credit Control: Oversee allocation of Oracle Cloud credits and OCI environments for Utilities/ERP teams.
• Portfolio Diversification: Own the broader partner ecosystem and governance for other enterprise software partners.
• Cross-Partner Synergy: Identify overlaps and orchestrate tri-party solutions with Oracle ERP and third-party tools.
• Global Executive Cadence: Lead regular reviews (QBRs/JBRs) with Oracle alliance leads and partner executives globally.
• Global Pipeline Generation: Collaborate with regional sales to build joint pipelines for Oracle ERP/Utilities deals.
• Marketplace Optimization: Package and list IP, utility accelerators, and Billing/Revenue Management on Oracle Cloud Marketplace.
• Global MDF Orchestration: Secure MDF from Oracle and partners to fund global events and PoCs.
• Partnership Operations: Manage all operational details of partnerships, renewals, and partner records.
• Contact point: Act as operational point of contact for Oracle and partner managers.

Job description

The Alliance Lead is responsible for driving the global strategic relationship between our Systems Integration (SI) firm and enterprise software vendors, including managing the operational details of these partnerships. The primary focus is managing and expanding our Oracle Partner Network (OPN) ecosystem—specifically capitalizing on our core practices in Oracle Cloud ERP, Revenue Management, Cloud Billing, and Utilities vertical solutions.

In addition to driving the Oracle alliance, this individual will architect, scale, and govern other strategic vendor partnerships to ensure a comprehensive, multi-cloud, and industry-aligned solution portfolio for our global enterprise clients.

Responsibility Area

Global Oracle PartnerNetwork (OPN) Governance & Track Compliance

• Domain-Specific Expertise: Strategically align global delivery teams to attain and maintain Oracle Expertise and Advanced Specializations specifically within Oracle Cloud ERP, Revenue Management, Cloud Billing, and Oracle Utilities (C2M/CCS) domains.
• OPN Tracks Management: Manage the company’s global enrollment across relevant OPN tracks (Service, Build, Sell) to unlock maximum financial incentives, rebate structures, and co-sell priority.
• Global Credential Tracking: Design and monitor global certification frameworks via Oracle University to ensure regional delivery hubs maintain the compliance quotas required for tier retention.
• Environments & Credit Control: Oversee the allocation and utilization of Oracle Cloud credits, OCI sandbox environments, and test/demo instances allocated for the Utilities and ERP practice groups.

Multi-Vendor Strategic Alliance & Governance

• Portfolio Diversification: Act as the owner for the company’s broader partner ecosystem, establishing governance frameworks for other strategic enterprise software partners (e.g., cloud platforms, billing engines, or specialized analytics vendors).
• Cross-Partner Synergy: Identify overlapping capabilities and orchestrate tri-party solutions (e.g., integrating Oracle ERP with third-party digital payment rails or specialized utility data engines).
• Global Executive Cadence: Establish and lead regular operational reviews (QBRs/JBRs) with Oracle alliance leads and other strategic partner executives globally.

Global Go-To-Market (GTM) & Co-Selling Execution

• Global Pipeline Generation: Collaborate with regional sales leaders across North America, EMEA, and APAC to build joint pipeline targets, ensuring high-value Oracle ERP and Utilities deals are registered and protected.
• Marketplace Optimization: Coordinate the development, packaging, and commercial listing of the company's proprietary IP, custom utility accelerators, and Billing/Revenue Management solutions on the Oracle Cloud Marketplace.
• Global MDF Orchestration: Secure, track, and execute Market Development Funds (MDF) from Oracle and other strategic partners to co-fund global industry events, localized roadshows, and client Proof of Concepts (PoCs).

Partnership Operations

• Manage all operational details of the company’s partnerships.
• Maintain OPN membership status, renewals and program compliance.
• Administer partner portal access and partner-facing records.
• Track joint business plan commitments and report progress to leadership.
• Act as the operational point of contact for Oracle and other partner managers.