Oracle NetSuite Channel Account Manager / Relationship Manager – Global Cloud Leader

 

Why NetSuite?

• Work hand in hand with Partners to achieve customer success
• We invented cloud ERP!
• Our product portfolio is always changing and growing year on year
• Daily consultative partner and customer interaction about genuine business growth
• Huge scope for promotion across the Oracle and NetSuite business
• When a customer signs up to NetSuite, they use it for life
• Fantastic commissions structure, double base OTE
• Work with warm accounts and move away from new business

 

Responsibilities:

• Work with a portfolio of partners across Australia and New Zealand fostering a close relationship while helping them to expand the use of their existing NetSuite customers.
• Coach partners on best practise for account management to renew and upsell existing customers. 
• Develop account management plans for existing partners. Ie what products and how they should sell this to existing customers.
• Drive partners to execute sales plans 
• Achieve and exceed your sales quota by assisting partners with renewing their accounts, selling additional modules and services to expand the NetSuite footprint across the customers’ organizations.
• Coordinate with internal presales and professional services teams to win opportunities.
• Develop industry specific knowledge and expertise and effectively articulate the NetSuite value proposition for all NetSuite offerings.
• Pipeline generation, management and forecasting in line with monthly and quarterly sales targets.
• Maintain and expand relationships with key contacts both within the Channel Partner organization and your account base through frequent contact.
• Weekly face to face meetings with partners and their customers.
• Drive customer social events.

Qualifications/Skills:

• Must enjoy building and nurturing relationships and solving customer problems along with working with large Channel Partners to do the same.
• Track record of success as a top performer. Must have continually achieved and/or exceeded assigned quotas and goals.
• Very strong communication and interpersonal skills with the ability to interface with management in 10-500 person companies.
• Demonstrated success working internally to accomplish corporate and individual goals. Viewed by peers as a strong team player and collaborator and as someone who gets stuff done and always delivers against what is promised.
• Tenacious and focused with a customer service attitude.
• A Structured and methodical sales process.
• Previous account management and territory planning experience is a must.
• We are open on industry experience, you could have sold software, telecommunications, media, recruitment, attitude is everything!

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.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience within the high technology industry. Previous marketing experience desired. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. Ability to travel as needed. Bachelor degree or equivalent.