The Oracle ISV Partner Development team is responsible for accelerating adoption of Oracle Cloud services and driving incremental revenue growth with and through our strategic ISV partners.  The focus of this role will be to drive engagement across a broad range of sales and technical enablement activities, all focused on helping our partners expand their businesses on Oracle Cloud, acquire new end customers and increase consumption. This person will also be responsible for promoting and supporting ISV solutions across both Oracle and partner sales teams, as well as regularly interacting with senior executives – including business and technical leaders from Oracle and our ISVs.

 

The ideal candidate will have experience working with ISV’s and an understanding of the challenges associated with scaling ISV applications and business models in the cloud. They will also have had prior experience working with GTM activities as well as being familiar with elevator pitching solutions. This person will serve to support and advance the relationship between Oracle and our ISV partners for strategic go-to-market initiatives, ongoing sales enablement and demand gen activities. 

 

1-2 years of experience in business development/prospecting and partner involvement activity. Ability to build strong relationships across internal and external stake holders to drive onboarding process iteration. Ability to implement/execute on strategic and tactical plans that deliver tangible results Proven track record in managing multiple opportunities and ability to support and help close deals.  Strong written, verbal, and interpersonal skills. 

 

• Execution Strategy Responsibilities:
  • Identify and drive Opportunities for their end customer to run their workloads on OCI
  • Build strong relationships across internal and external stake holders to drive onboarding process iteration
  • Executing calls and meetings across internal CPRs and external end users
  • Becomes familiar with Elevator Pitch & Value Proposition of the ISV solution 
  • Document and communicate partner development goals and qualified sales opps
  • Provide input to selling materials based on using them to drive improvement.  (Marketing and Sales/Sales Enablement) 
  • Coordinate dedicated Weekly All-Up Co-Sell Call – Overall status, P/W/L, progress, challenges, escalations with key stakeholders
  • Driving attendance to webinars - pushing out recordings and resources internally to continually educate- this includes internal and external webinars for the Oracle sales teams and the ISV’s sales teams.
  • Manage/own logistics associated with internal enablement and external customer sessions.  
  • Conduct business reviews with senior management and ISV partner
• Preferred Qualifications:
  • Experience owning a subset of accounts based on market segment that supports our established sales plays; make initial contact, describe partner value proposition, provide links to supporting material and/or sales plays
  • A minimum of 1-2 years relevant experience (business development, sales, alliances, etc.) in the technology market is required.
  • Cloud / SaaS positioning and selling
  • Execute a joint sales pipeline to meet sales objectives with assigned ISVs
  • Knowledge Public Cloud including IaaS, PaaS and SaaS
  • Experience working with ISVs and understanding their priorities and general Go To Market strategies
  • Strong customer and partner facing experience is required
  • A Bachelor's level degree, or equivalent, is required

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Job duties are varied and complex utilizing independent judgment. May have project lead role. 5 - 7 years of progressively increased responsibilities in sales or sales management preferred. Marketing and business development experience preferred. Demonstrated aptitude for solving business problems using technology and applications. Ability to work with and communicate effectively with multiple colleagues in a team selling environment. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Strong executive selling skills as well as a demonstrated success in establishing and developing client relationships. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent.

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).