Oracle seeks a Channel Sales Person for its Oracle Virtualization & Linux Channels organization to cover Southern Cone and andean region to focus on developing the existing partners in addition to recruiting and expanding out the partner eco system. Oracle’s Virtualization and Linux GBU has a high focus on partners for growing our business. It is one of the fastest growing businesses within Oracle. We have a vision that we want to grow our business substantially over the next five years and one of the key drivers for this is our partners. We are seeking an individual that can recruit and develop existing Oracle OPN partners and in addition recruit, enable & activate from alternate channels such x86, Open Source partners.

 

RESPONSIBILITIES:

• Personally engage (own the relationship) with key partners through each stage of the partner lifecycle – recruitment, enablement, develop joint GTM, partner mapping by market coverage and drive revenue growth execution. 

• Create and jointly execute business plans for top key partners.

• Develop an overall plan to over-achieve quota.

• Regular joint business reviews with partners and internal stakeholders.

• Work closely with our direct sales teams to facilitate opportunity alignment and joint selling between channel partners and direct sales team.

• Ensure cross-Oracle LOBs engagement.

• Drive partners for lead generation activities and manage maximum utilization of MDF and ROI.

• Grow partner's mind share with Oracle, in addition to driving a programmatic approach for tactical partners.

• Drive partner specialization of Oracle VM & Oracle Linux.

• Increase loyalty, activation and adoption of partners into Oracle Linux & Oracle VM

• Develop partner competency and self-sufficiency through training and education

• Increase revenue from partner sources/ partner-led model.

• Understand overall partner landscape & provide Market intelligence

• Demonstrate a thorough knowledge of Oracle VM & Oracle Linux and the market dynamics for targeted growth programs.  Maintains an understanding of Oracle technology and articulates business propositions to partners and their customers.

• Provides accurate and timely management information and revenue forecasts.

• Someone that is also operationally strong to manage transaction contracts, business practices, and deal booking issues.

• Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and complex, involving the application of technical & business skills in area of specialization.

 

 QUALIFICATIONS:

• 8 years’ experience in the IT industry or vertical market

• 5 years’ experience in Channels & Alliances / Partner Management Advanced level prospecting and qualification experience

• Self-Starter

• Track record of achievement of quota.  

• Able to learn and understand product solutions and features.

• Strong sales/marketing skills including needs analysis, business justification, and closing methodologies.

• Negotiating skills and ability to influence.

• Excellent verbal and written communication skills

• Ability to understand customer's industry and core business processes

• Strong needs analysis, positioning, business justification and closing skills

• Effective sales, marketing and operational skills

• Ability to work in a team environment

• University degree

• Fluent English

• Willing to Travel

• Good Organizational Skills

OTA-IWE-LAD-CL

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.
 

 

OTA-IWE-LAD-CL