Responsibilities

The Federal Channel Sales Manager will be responsible for establishing and expanding partnerships with Federal large and small businesses that possess contract vehicles, customer base and product portfolio complementary to Oracle. The goal of this position is to create incremental opportunities by leveraging the channel and partner companies who resell Oracle products and services, either individually or as part of larger solutions. This will include managing all aspects of identifying, scoping, creating, developing, and negotiating both existing and new channel partnerships to optimize revenue growth. The Channel Sales Manager will collaborate with the Direct sales team, and own the task of managing and growing revenue from channels within an assigned business segment.

• Achievement of monthly, quarterly, and annual sales goals via a sales cycle; the ability to develop incremental pipeline and close business through solution selling.
• Responsible for developing relationships with existing channel partners/resellers and their sales organization in order to grow revenue, as well as bring in new partners.
• Proactively manages a Book of Business, to include approximately 20-25 named Channel Partners, with the focus being on driving growth from existing channels by upselling, cross selling new products and expanding the book of business by hunting for new channel partners.
• Will work closely with Sales to qualify and close pipeline.
• Provides exemplary customer service in order to build and maintain strong relationships with channel partners and if necessary the channel partner’s customers.
• Develop account plans with strategies for optimizing revenue growth and customer satisfaction of channel partners, created through annual joint planning and goal-setting meetings with partners.
• Helps set annual financial targets and other KPIs for each channel partner, and works with the partner and senior director of strategic partnerships to ensure achievement.
• Develop opportunities through prospecting, leads driven via webinars, email promotions, trade shows and events, web enquiries and phone enquiries etc. using consultative sales skills.
• Utilize Oracle fusion and partner-management software tools to track opportunities; forecast sales; and manage the success and growth of the relationship.
• Possess an intimate understanding of the partner’s business, customers, industry and competitors in order to serve as an effective strategist to the partner and to help inform Oracle channel marketing and product development.
• Manages both Channel Reseller Agreement with channel partners and the process of adding specific properties to the Channel Reseller Agreement. Reviews all associated documentation for accuracy.
• Educate the channel partner on Oracle offerings, and enable their sales and marketing teams through training programs and marketing campaigns to sell those offerings to their customers.

Requirements

Qualifications

• At least 5 years of Federal sales experience including at least 3 years of channel sales.
• DOD or IC experience preferred.  Secret or above clearance or ability to obtain Track record for high performance, meeting and exceeding sales targets
• Strategic thinker, good business partner to channel and partner clients
• Must have a proven track record of sales achievement,
• Ability to work autonomously and be self-motivated
• Proven ability to work in a collaborative fashion with cross-functional teams to drive revenue.
• Strong relationship building and a proven track record of selling to end users and business decision makers
• Engaging presentation and speaking skills along with solid writing and active listening skills
• Excellent hunting skills and a demonstrated willingness to prospect for new business
• The ability to coach the sales team on a solution selling sales methodology
• Excellent organizational and time management skills
• Based out of the Reston office, Ability to travel as needed
• BA/ BS preferred

!|!Develops third party sales channel and ensures partner achieve Oracle sales targets in the General Business space.

As a Channel Sales Representative you will pull partners into Oracle business opportunities and manage third party transactions resulting from the relationship. Identify and develop channel partners committed to selling Oracle products. Facilitate joint selling between channel partners and direct sales team. Increase revenue from partner sources and market share through a leverage partnering model. Identify and develop joint "go-to-market" strategies and lead generation opportunities. Provides accurate and timely management information and revenue forecasts. May educate partners in Oracle commercial practices. Maintains an understanding of Oracle technology and articulates Oracle propositions to partners and their customers. Manage transaction contracts, business practices, and deal booking issues. Work with marketing to plan marketing events for partners.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years field sales experience to include 3 years channel sales experience. Strong sales/marketing skills including needs analysis, business justification, and closing methodologies. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. travel as needed. Bachelor degree or equivalent.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.

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