Regional Alliance Manager- EMEA Oracle

Xactly Corporation (FieldFrance, France) Publié il y a 19 jours

Job Title: Regional (ISV) Alliance Manager

Location: Field France

Function: Alliances and Partnerships 

Position Type: Full-time

Position Level: Mid-level

Regional (ISV) Alliance Manager - Oracle

Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine’s inaugural list of the 100 Best Workplaces for Millennials, and chosen as the “Market Leader in Incentive Compensation” by CRM magazine, Xactly is proud to be disrupting the incentive compensation market space. We’re building a culture of success and are looking for motivated professionals to join us!

Xactly Corporation was founded to solve an important challenge: how to help people everywhere connect and unleash their human potential through seamless, perfectly aligned Sales Performance Management. Xactly’s comprehensive Sales Performance Management (SPM) suite leverages data from a sales performance AI platform to provide timely insights across the entire SPM value chain, from sales planning to execution, including compensation to optimization. Xactly takes Sales Performance Management from a dark art to a science, providing decision-makers with the data insights they need to tap the motivational power of their incentive compensation. With access to predictive analytics and benchmark data, enterprises can now optimize territories, design the right compensation and incentive plans and accelerate attainment and optimization of sales performance.


The Regional ISV Alliance Manager is responsible for building a strategic relationship

with designated global ISV partners, including Oracle, to drive revenue and market share expansion for Xactly within a particular region (EMEA).  Primary job duties are focused on collaborating with the Global ISV Alliance Manager to develop the global strategy and business plan for the designated ISV partner and then owning the execution of the plan within the assigned region.  

Primary job responsibilities; driving pipeline creation, revenue expansion, cross functional alignment, and GTM execution with the assigned partner(s) within the region. The Regional ISV Alliance Manager will work within Xactly as well within the partner’s regional organization through building credibility, effective communication, evangelizing the Xactly value proposition, strategy and vision and cultivating key regional executive and sales leader relationships that result in an effective partnership that delivers material impact to the partner and Xactly.

This is an individual contributor role and performance will be measured by the following key metrics:  

  1. Joint pipeline creation

  2. Partner referrals to Xactly

  3. Co-selling and partner influence activity within customers and prospects to drive our business expansion..

At Xactly, we believe everyone has a unique story to tell, and these small differences between us have a big impact. When bright, diverse minds come together, we’re challenged to think different ways, generate creative ideas, be more innovative, and take on new perspectives. Our customers come from different cultures and walks of life all around the world, and we believe our teams should reflect that to build strong and lasting relationships.


  • ISV partner management within a geographic region (EMEA). Develop and own the business partnership and develop a joint GTM strategy. 

  • Assist the Global ISV alliance manager with the development of a mutual partner business plan and success metrics that are aligned to Xactly and the partner’s business priorities. You are responsible for executing the business plan within your region. 

  • Track/Measure partnership KPIs and measure the ROI of program execution within your region. 

  • Achieve revenue commitments, participate in QBRs, and measure partner performance against mutual determined business metrics and partnership scorecards aligned to Xactly and partner objectives. 

  • Drive Go To Market (GTM) activities through ISV partnerships; 

    • work with Xactly Sales AE’s and partner’s sales team to generate revenue, both net-new and within existing accounts, including joint Go To Customer and Go To Market plans including joint account plans for key accounts. 

    • Uncover and measure referral business through partnership.

  • Team with Xactly Partner Marketing to drive Partner marketing initiatives, demand generation programs and campaigns that drive partner and Xactly revenue. Develop and execute joint marketing programs and events. Establish the tone, direction, key value proposition messaging, content, and logistics

  • Evangelize the ISV partnerships internally within your region, including joint value proposition selling, amongst the general sales teams to ensure awareness and collaboration.

  • Build and nurture relationships with the partner’s regional leaders and sales teams to further our mutual business objectives. Effectively collaborate across the regional selling teams to enable pipeline development, and joint sales wins to enable market share and revenue growth for Xactly and its strategic ISV partner.

  • Collaborate with Xactly’s Strategic regional SI alliance team to leverage the SI’s and ISV practices (i.e. SalesForce, Oracle)

  • Own the success of the partner’s onboarding. Work with Xactly’s technical and sales enablement resources to develop and execute the onboarding, training and certification plan for the ISVs partner’s resources.

  • Provide status information to Xactly Management including Xactly + Partner forecast & pipeline information

  • Lead regional partnership QBRs, and participate on Global partner QBRs and measure partner performance against pre-established business metrics and partnership scorecards aligned to Xactly and partner objectives

  • Promote an inspiring and positive attitude during face-to-face, verbal, and written communications


Xactly’s Alliances team is a tight-knit and growing team, looking to expand and add individuals with diverse backgrounds, the hunger to achieve, and drive a complex and intellectual sale amongst our partners. Our team’s goal is to set partners up for success and transform the way C-level executives think about Sales Performance Management.


  • Bachelor's degree, MBA, or equivalent experience preferred

  • 5 years of alliance or partner management experience in working with ISVs in the enterprise software market. 

  • Previous experience in managing relationships with Oracle

  • Possess requisite technical and business acumen with broad industry knowledge

  • Experience achieving annual revenue results of at least $3M, with a proven track record of growth

  • Excellent communication and presentation skills with demonstrated strength in public speaking

  • Highly skilled at developing collaborative relationships. 


  • Understand Xactly’s portfolio, value propositions to the market and the sales tools and resources you’ll be utilizing available

  • Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves

  • Start building relationships with Xactly:  sales teams in your region, partner marketing, partner sales enablement/

  • Meet with ISV Partner’s key contacts in the region and start understanding their business and building relationships so you can develop the mutual business plan for the partnership.


  • Complete briefing sessions for partners on Xactly’s strategy, SPM messaging and portfolio capabilities 

  • Finalize a mutual business plan for any existing partnerships that includes Strategy, tactics and key metrics for the partnership

  • Generate pipeline and set up joint Go To Customer and Go To Market plans including joint account plans for key accounts with the guidance of the Partners & Alliances leadership

  • Evangelize the partnership including the joint value proposition, with sales teams to ensure awareness and collaboration. 

  • Work to develop and drive Go to Market (GTM) activities, including joint account planning with Xactly and partner Account Executives

  • Report on partner performance against pre-established business metrics and partnership scorecards aligned with Xaclty and partner objectives. Provide monthly dashboard report on progress against objectives and partnership KPIs to Xactly regional sales and alliances leadership

  • Hold the first partnership regional QBR


  • Have built key relationships with Partner’s executive leaders and partner’s sales leaders and developed a collaborative working relationship with partner staff based on trust, and mutual respect based on the business perspective of shared risk and shared reward.

  • Implement robust performance measures and monthly reviews, using data driven analytics, to drive partner execution

  • Hold two (2) QBRs between Xactly regional leadership and partner’s regional leadership team to update on progress of initiatives against business objectives. 


  • Be seen as a well-versed, trusted business-advisor (internally and externally), making a significant positive impact company-wide

  • Achieve revenue commitments and targets around partner sourced opportunities, co-selling, pipeline building objectives, and ROI goals from GTM programs.

Is this role not an exact fit for you? Keep an eye on our Careers Page for other positions!


  • Paid Time Off (PTO)

  • XactlyFit Gym/Fitness Program Reimbursement 

  • Generous Employee Referral Program

  • Full access to Grokker, our health engagement and employee wellbeing platform


Xactly is a leading provider of enterprise-class, cloud-based, incentive compensation solutions for employee and sales performance management. We achieve this by following our vision: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals. Our solutions allow organizations to make better strategic decisions, optimize behaviors, increase sales and employee performance, improve margins, increase operational efficiencies, mitigate risk, design better incentive compensation plans, and reduce error rates in incentive compensation calculations. Our core values of Customer Focus | Accountability | Respect | Excellence are key to our success, and each day we’re committed to upholding them by delivering the best we can to our customers.

We were the first 100% cloud-based, multi-tenant provider focusing solely on the incentive compensation and employee and sales performance management market, and we achieved our leadership position through domain expertise and innovative technology. We deliver our solutions through a Software-as-a-Service (SaaS) business model.

Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential.

We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.

Regional Alliance Manager- EMEA Oracle

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