Remote Oracle/Workday Ecosystem Revenue Lead

Opkey; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Opkey is seeking an EVP of Strategic Partnerships and Innovation & Excellence to lead revenue generation within the Oracle and Workday ecosystems. This role builds and manages alliance, partner, and marketplace relationships and drives co-sell and marketplace motions to convert relationships into revenue.

The ideal candidate has deep experience in alliance management and ecosystem sales, with a track record of managing pipeline and revenue targets in enterprise software.

Qualifications

• 5+ years in alliance management, ISV partnerships, or ecosystem sales in enterprise software/SaaS.
• Experience within Oracle/Workday ecosystems (alliance, partner, or marketplace teams).
• Experience managing pipeline and revenue targets in partner-sourced or ecosystem-driven sales.
• Strong pricing discipline and ability to apply pricing models consistently across proposals.
• Excellent written and verbal communication; experience preparing executive materials.
• Proficiency with CRM and pipeline reporting tools; strong spreadsheet skills.
• Comfort in fast-moving, high-accountability environment with executive exposure.

Responsibilities

• Own and grow Opkey's relationships within Oracle and Workday ecosystems, including alliance, partner, and marketplace teams.
• Build and report on revenue pipeline generated through Oracle/Workday ecosystems, tracking net-new and expansion opportunities from qualification through signature.
• Drive co-sell, marketplace, and joint go-to-market motions to generate qualified opportunities.
• Maintain pricing discipline across proposals and ensure correct pricing for ecosystem opportunities.
• Serve as Opkey's primary contact for Oracle and Workday ecosystem stakeholders; manage relationships, escalations, and commercial questions.
• Build and maintain ecosystem account tracking, pipeline reporting, and quarterly business review materials.
• Analyze ecosystem performance against revenue targets and recommend account plans or repositioning to close gaps.
• Coordinate with Sales, Delivery, and Marketing to ensure ecosystem opportunities are tracked, credited, and supported through close.
• Assist in preparing board- and leadership-facing materials on ecosystem revenue performance.
• Identify underperforming areas and contribute to recovery plans or repositioning as needed.

Skills

Alliance management

Ecosystem sales

Pricing models

CRM

Pipeline reporting

Executive-level materials

Spreadsheet analysis

Executive exposure

Job description

Opkey is seeking an EVP of Strategic Partnerships and Innovation & Excellence to lead revenue generation within the Oracle and Workday ecosystems. This role builds and manages alliance, partner, and marketplace relationships and drives co-sell and marketplace motions to convert relationships into revenue.

The ideal candidate has deep experience in alliance management and ecosystem sales, with a track record of managing pipeline and revenue targets in enterprise software.