Oracle Alliance Director

At KPMG in Canada, our people bring their unique perspectives to Canada’s most important challenges. Here, you can build momentum that reaches beyond our business, develop skills for the future, and take ownership of your career with support at every stage. Join a firm where your career can make a difference.

Would you like to be part of a team that is redefining the IT industry? KPMG is leading the next paradigm shift in computing and is looking for an Oracle Alliance Executive to develop relationships and manage the success of our strategic alliance with Oracle. The ideal candidate will drive successful partnerships, engage at the CXO level, while leveraging their sales background that enables them to easily interact with enterprise customers and KPMG sales/ Partners.

Responsibilities will include managing strategic relationships with our key application ISVs to help them grow their business. 

• Growing business relationships, and driving partner plans with each assigned partner relationship to increase KPMG top line revenue growth and overall market adoption of Oracle solutions running on KPMG.
• Manage and work with new and existing partner relationships within Oracle to define and execute joint sales and Go to Market (GTM) programs.
• Collaborate with partner field sales teams, channels, and clients to generate and qualify new leads, moving them efficiently through the sales funnel.
• Working with cross-functional teams to create and execute strategic business plans, team development, and marketing enabling a partner to meet their goals.
• Evangelize KPMG’s Data & AI solutions and value proposition to drive awareness and interest among potential clients  and partners.
• Driving specific partner sales revenue through management of regular pipeline, opportunities, and business reviews with the partner and all internal stakeholders.
• Work closely with the partner’s customer base to ensure they are successfully using KPMG services.
• Establish KPMG as the partner’s preferred GTM vendor platform across all product and service lines.
• Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business reviews to the senior management team.
• Manage complex contract negotiations and serve as a liaison to the legal group.

• 15+ years of partner sales or business development experience in the software/technology industry.
• Strong technical acumen, along with working knowledge of the enterprise application ISVs and supporting ecosystems.
• Demonstrated ability to think strategically about business, product, and technical challenges, with the ability to build and convey compelling value propositions. The candidate must have driven complex campaigns and partner sales. The position also requires a strong technical acumen, along with working knowledge of the enterprise application ISVs in the Canadian market.
• Experience driving partner go to market campaigns that include cross-functional teams across sales, marketing, and partners.
• Experience engaging and influencing C-level executives.
• Track record of successfully owning, driving and managing partnerships against quarterly targets.
• Technical acumen, with experience driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.
• Experience developing unique joint value propositions and product strategy within KPMG and in the partner organization
• College Diploma or University Degree, preferably in a Computer Science/Business or a related discipline, having an MBA is an asset.
• Verbal and written communications skills are a must, as well as experience working across internal and external organizations.
• Global alliance and sales account management is an asset.
• Knowledge of KPMG and Infrastructure technologies, services and standards is an asset.

Providing you with the support you need to be at your best

Integrity , we do what is right |  Excellence , we never stop learning and improving |  Courage , we think and act boldly | Together , we respect each other and draw strength from our differences |  For Better , we do what matters

KPMG in Canada is a proud equal opportunities employer and we are committed to creating a respectful, inclusive and barrier-free workplace that allows all of our people to reach their full potential. A diverse workforce is key to our success and we believe in bringing your whole self to work. We welcome all qualified candidates to apply and hope you will choose KPMG in Canada as your employer of choice.

Adjustments and accommodations throughout the recruitment process

At KPMG, we are committed to fostering an inclusive recruitment process where all candidates can be themselves and excel. We aim to provide a positive experience and are prepared to offer adjustments or accommodations to help you perform at your best. Adjustments (informal requests), such as extra preparation time or the option for micro breaks during interviews, and accommodations (formal requests), such as accessible communication supports or technology aids, are tailored to individual needs and role requirements. You will have an opportunity to request an adjustment or accommodation at any point throughout the recruitment process. If you require support, please contact KPMG’s Employee Relations Service team by calling View phone number on careers.kpmg.ca.

AI Usage

We embrace the use of artificial intelligence (AI) to enhance the candidate experience and streamline our recruitment processes. AI tools may help with organizing applications or surfacing relevant qualifications. However, no hiring decisions are made using AI. Every hiring decision is made by our hiring managers and recruitment professionals, who are equipped with training that empowers them to use these tools responsibly. AI technologies used in our recruitment process undergo detailed risk assessments, including security and privacy requirements, that align with KPMG’s Trusted AI framework.

We believe technology should empower human judgment, not replace it. It’s one of the many ways we’re delivering on our vision of being a technology-first, people-driven firm.