Role Overview
Mission: Drive business expansion for Oracle Cloud and Local Cloud (VMware) through strategic partnerships, market development, and targeted workload acquisition — positioning the platform as the preferred hybrid cloud in Thailand.
Key Responsibilities
1. Market Development: Identify and prioritize industry verticals, develop GTM playbooks, and map high-potential accounts.
2. Partner Ecosystem Expansion: Recruit and enable SI, MSP, ISV, and hardware partners; manage quarterly partner KPIs.
3. Strategic Deal Acceleration: Support presales on complex hybrid cloud deals, develop ROI and migration proposals.
4. Customer Adoption Growth: Execute Land & Expand strategies with technical and customer success teams.
5. Market Intelligence & Thought Leadership: Track hyperscaler GTM, regulations, and deliver insights for strategy refinement.
Key Performance Indicators (KPIs)
• Pipeline Growth: ≥ 30% YoY increase in qualified cloud opportunities.
• Revenue Contribution: 25–35% of total Oracle + Local Cloud revenue from new business.
• Partner Activation: ≥ 5 new active GTM partners annually.
• Win Rate Improvement: +10% technical win rate YoY.
• Customer Expansion: 20% increase in workloads or add-ons per customer.
• Market Share Impact: Move from #3 → #2 in FY1, path to #1 in 3 years.