MySQL Nordics / Eastern Europe Channel Sales Manager

Sales Position - MySQL Global Sales Team – EMEA

Oracle's business is information—how to manage it, use it, share it, protect it. As the largest enterprise software company, Oracle provides you with the information to measure results, improve business processes, and communicate a single truth to your constituents.

The MySQL Global Business Unit is responsible for sales of MySQL products and services worldwide

Oracle MySQL:

MySQL is the world’s most popular open source database, enabling the cost-effective delivery of reliable, high-performance and scalable database applications.

First released in 1995, MySQL has quickly graduated to become the leading open source database for many Web applications and an integral part of the LAMP (Linux, Apache, MySQL, PHP) Web application stack.

With the commercial on premises customer base increasing to more than 26,000 customers, MySQL plays an even bigger role in enterprises of all sizes worldwide. Many of the world's largest and fastest-growing organizations - across multiple vertical markets, rely on MySQL to save time and money powering their high-volume Web sites, business-critical systems and packaged software.

More recently, MySQL have increased their product portfolio by introducing the MySQL Heatwave Database Service to the Oracle Cloud Infrastructure. These new products are an exciting addition to what is already an industry leading brand. 

https://www.mysql.com/

 

Position Summary

Oracle seeks a Nordics & Eastern Europe Region Channels Sales Manager for its MySQL EMEA Alliances & Channels organization, to be responsible for driving incremental MySQL bookings through a variety of Channel Partners across the MySQL territory (Sweden, Norway, Finland, Denmark, Baltics, Poland, Romania, Ukraine, Hungary, Czech Republic, Greece, Croatia, Slovakia, Bulgaria, Moldova, Kazakhstan, Turkmenistan and Uzbekistan).

The role is a sales role with overlay quota responsibility. 

This role reports to the MySQL EMEA Alliances & Channels Sales Director.

 

Responsibilities:

Partner Management:

• Responsible for recruiting and enabling partners to work with MySQL across the designated region.
• Build a skilled Network of "go-to" partners for the region with which to build a closer business relationship.
• Deliver reseller training activities and related sales tools and support to improve the channel's ability to monetize the MySQL user base, improve subscription renewal rates and grow the deal size.
• Work closely with Oracle Partner Business Centre and local Oracle Alliances & Channel organization to ensure that partners take full advantage of the benefits of the Oracle Partner Network Program.
• Drive selected partners to MySQL Partner Expertise.

 

Sales and Marketing:

• Achieve MySQL bookings sales quota for the channel in the region.
• Actively engage with MySQL Sales teams to close business with the channel where the channel can be shown to add value.
• Utilise available MySQL Marketing resources and budgets to organize and execute joint lead generation activities with local partners in the region as appropriate.

 

Business Skills

• Become an expert in the MySQL Value Proposition to the partners. Understand their various business models and how they can make money from working with MySQL.
• Become an expert of the Oracle Partner Network and in particular the MySQL Expertise program.
• Commercial knowledge of cloud technologies and platforms. Any industry and vendor cloud certifications will be an advantage.

Business Admin

• Provide regular and accurate business forecasts as required.
• Exercise prudent expense controls.
• Become an expert on the Oracle corporate systems and processes to successfully do the job.

 

Personal Skills

• Self motivator that is able to work largely unsupervised and away from local Oracle offices.
• Be highly effective at establishing and developing relationships with partners at all levels of seniority within their organisations with a high degree of responsiveness and integrity.
• Build MySQL product knowledge appropriate to the role by attending relevant training.
• Demonstrate excellent verbal and written communication skills, especially in the English and local hiring country. Nordics or Polish language skills will also be advantageous.

 

QUALIFICATIONS:

• Degree level or equivalent work experience
• Candidate to be located in the designated Oracle Office territory – Warsaw, Krakow, Prague or Bucharest preferred. Other locations may be considered.
• 6-8 years experience in the Computer Software Industry preferably in the database, infrastructure or cloud sectors.
• 5+ years experience in customer facing Channel Sales, Alliances or Partner Sales.
• Evidence of formal Sales and or Marketing training.
• References from existing partners.
• Demonstrated history of regular goal achievement in a similar business environment.
• Ability to work in a virtual team.
• Excellent language skills required in English and hiring local country. Polish or Nordics language will be advantageous.  
• Excellent presentation skills
• Able and willing to travel extensively in the region.

 

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.

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. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 8 years of related experience with a secondary education in Marketing or a related field.

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).