We are looking for an Inside Channel Sales Manager to join our Channel & Alliances Team. In this role, you will drive System Integrators (SI’s), VAD’s and VAR’s, to recommend, and indirectly sell Oracle Linux, Virtualization and Cloud Native Solutions to senior business and technical decision makers in major global corporations headquartered across EMEA.

As an Inside Channel Sales Manager, you will be responsible for exceeding territory revenue ambitions through indirect sales channels. With your communication skills, you can drive our business interests across regional EMEA territories.

 

Responsibilities

• Create partnership as an inside sales professional
• Key focus on leading SI’s, VAD’s and VAR’s
• Identify and qualify partner opportunities
• Formulate indirect sales engagements and negotiation strategies
• Transact multiple deals at the same time across the region
• Close business in line with Oracle policies
• Grow confidence within the territory
• Work with other virtual team members in a matrix managed organization
• Work closely with other lines of business to ensure a coordinated approach
• Build the basis for long term future success

 

Requirements

• Bachelor’s degree level
• 5+ years of relevant experience

• Experience in complex indirect enterprise and commercial sales transactions
• Strong experience in transacting many deals at the same time
• Strong in working with existing processes and procedures
• Strong experience in building indirect sales pipeline, managing forecast, and closing deals
• Experience with Systems Integrators, VAD’s, VAR’s and also with direct field sales teams and remote tele-sales teams to achieve mutual success
• Excellent verbal and written communication skills in English
• Fluent verbal and written communication skills in another European language
• Product and market knowledge in both Linux and Virtualization is 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.

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).