We are seeking an experienced, energetic channel sales leader to build up a team & deliver on SMB Partner strategy for EMEA SMB Technology Software team. The individual who will lead this new function will be part of the Alliances & Channel Sales Team and also be working as part of the SMB EMEA Sales Leadership team.

The team led by this individual, will drive SMB partner identification and mapping in accordance with SMB Software priority markets, will build partner enablement framework in alignment with Oracle Value Added Distributors and will drive execution of channel sales business goals.

The successful candidate should have sales management experience in volume (SMB) business, channel leadership expertise and a high energy to inspire the SMB community to deliver more through the channel.

RESPONSIBILITIES:

• Deliver on EMEA SMB Channel business goals by building & executing Channel Sales plan for the regions of EMEA SMB in a tight collaboration with SMB Software sales leadership team
• Design and drive execution in all phases of partner lifecycle – identification, recruitment, partner mapping, enablement, joint GTM, revenue growth execution

• In collaboration with SMB sales team and Oracle Value Added Distributors, identify and enable the right partners to achieve SMB goals in every specific country in the covered territory
• Ensure alignment of SMB focused partners to SMB sales territories and goals
• Drive business planning with SMB focused partners
• In alignment with SMB Sales Engagement team and SMB sales leaders, drive joint GTM campaign planning and execution with partners to deliver on indirect revenue business goals

• Demonstrate a thorough knowledge of Oracle Technology propositions, articulate business propositions to partners and help them build meaningful business plans
• Conduct regular business reviews with partners, SMB sales leaders & internal stakeholders to ensure alignment and tracking to the goals
• Proactive operational excellence of SMB channel business transactions with upfront credit/compliance/agreements management
• Be a member of EMEA SMB Technology Software leadership team and represent SMB Channel strategy in various leadership levels

QUALIFICATIONS:

• Minimum 10 years of channel sales leadership experience on a multi/cross regional level
• Minimum 5 years sales leadership experience in SMB market
• Track record of building up new line of business and aligning it to the business goals in a complex matrix organization
• Self-Starter, able to roll up the sleeves, invent the approach and make the work done  
• Strong analytical and organizational skills

Builds long term, strategic relationships with named and vertical business alliance partners.

Facilitates the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. Ability to hire and train new Alliance Consultants. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence.

As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).