Oracle NetSuite

Oracle NetSuite helps companies manage core business processes with a single, fully integrated system covering ERP/Financials, CRM, E-Commerce, Inventory all through the Cloud. Our software is used by more than 20,000 high-growth and midsized companies and divisions of large enterprises to run mission-critical operations without the high costs and inefficiency of on-premise systems.

Channels Account Manager

As a Channels Account Manager, you will work with channel partners on Oracle NetSuite expansion business opportunities and manage transactions resulting from the relationship.

You will be involved in facilitating joint selling between channel partners and channel sales team while increasing revenue from partner sources. Working closely with channel partners, you will set the vision and develop joint account planning strategies that aligns with business objectives.

You will also be involved in managing transaction contracts, deal booking issues, and educating channel partners in Oracle NetSuite’s business and commercial practices. As a member of the sales team, you will be responsible to maintain accurate and timely information for revenue forecasts.

Responsibilities

• Develop and maintain strong relationships with customers that have purchased through our Solution Provider community. As the lead point of contact on all account management matters, you are required to build trusted advisor relationships with key business executives and stakeholders (both internal and external)
• Achieve and exceed your sales quota by renewing your assigned accounts, and selling additional modules
• Develop new business with existing clients in a defined territory, and identify areas of improvement to grow opportunities within territory, ensuring that your accounts are fully leveraging NetSuite and that their needs are being met by the company
• Set and track annual goals with Solution Providers and aligning them to organization KPIs
• Maintain and grow an active pipeline of forecasted sales to meet monthly and quarterly quota objectives
• Negotiate pricing and contractual agreement to point of close
• Work closely with the Solution Providers in Indonesia and cross functionally with other departments internally, including support, professional services, pre-sales, marketing, product management, to address the needs and issues of your assigned accounts
• Participate in the creation, presentation and sales of a complete value proposition via remote means and in person
• Maintain and expand relationships with key contacts both within the Solution Provider organization and your account base through frequent contact.

Qualifications/Skills

• BA/BS degree and/or 5-7 years of relevant experience in Account Management, Channel Sales, and/or SaaS Sales
• Ability to speak and write in English and Bahasa fluently to communicate with and serve Bahasa speaking customers
• Demonstrated understanding of the Enterprise Resource Planning applications, with a passion for building and nurturing relationships
• Demonstrated record of being a problem solver – working with Solution Providers to do the same
• Track record of success as a top performer. Must have continually achieved and/or exceeded assigned quotas and goals
• Strong communication and interpersonal skills with the ability to build relationship key stakeholders
• Strong team player and collaborator who gets work done and always delivers against what is promised

Duties and tasks are standard with some variation. Completes own role largely independently within defined policies and procedures. Travel as needed.

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.