Partner Sales Director, Australia & New Zealand

 

Role Overview

This is sales role responsible for Tech Cloud (New & Expansion) Sales target with the Key Partner (KP) they are aligned to. The OCI Partner Sales Director (PSD) is a senior leader who will own the Sales Go-to-Market as well as deal execution with the KP in concert with Oracle Sales leadership & A&C team for OCI in the specific market.

The PSD’s key responsibility is to manage a tight sales engagement with the K P on the joint opportunities, driving joint wins and partner-led wins, developing partner-sourced pipelines to meet the sales targets. The PSD is chartered to develop and drive execution of partner-led OCI strategies and pipeline for the joint accounts agreed between the K P and Oracle. The PSD is also responsible for industry and account specific go-to-market strategy and initiatives to drive partner-led pipeline development with the K P. The PSD is expected to influence the K P and their Customer Account leads (CALs) to drive OCI solutions into their accounts and to align Oracle as a strategic Software Vendor of choice.  

Job Description

The PSD is Oracle’s primary Sales leader for the Partner, responsible for overall Partner Sales growth by managing CALs & key executive relationships and ensuring the partner and their customers achieve value from the Oracle solutions to be promoted and proposed.

Key objectives of this job include:

• Develop and align both K P and Oracle on a Multi-Year account plan and engagement strategy to drive net new opportunities within the aligned accounts.
• Develop Account based OCI GTM plans with the KP to drive net new pipelines in the aligned accounts
• Drive Successful Advocacy and references with the KP for their OCI Customers successes
• Support the KP in their account engagement and deal management with Oracle help and support as necessary
• Drive the joint account reviews and deal review cadence to review KP’s account and deal plan and execution is in sync with Oracle

Key Responsibilities

• Develop strong relationship and alignment with CALs and Key Partner’s Technology Account Leads (TALs) to be able to drive and develop OCI-focused account plans with the KP to create net new opportunities for OCI
• Develop strategic account plans with the Key Partner to drive net new opportunities or workloads with the partner
• Work with Oracle Sales team on execution of the plan by co-ordination and leadership of activities across the different pillars
• Lead planning efforts within sales, Cloud SC team and the wider Oracle team to execute on the mutually agreed account plans between Oracle and the K P
• Drive a monthly business review cadence with K P and Oracle MD/Sales leaders to track our progress on aligned GTM focus areas / work streams and other interactions on the agreed accounts
• Facilitate regular progress meetings with K P sales executives and sponsors with Oracle Sales team to ensure smooth opportunity follow-up and support

• Demonstrate a high level of business acumen and thorough understanding of the Partners business, organization, strategy and financial position
• Demonstrate value- and trust-based selling skills with a deep understanding of the Partners Customer needs and Oracle’s capabilities
• Understand Oracle’s strategies and how these translate into solutions that help develop and provide the K P CALs with a targeted Oracle Point of View for every opportunity with their accounts 
• Maintain a thorough understanding of the K P key industries, including trends, business processes, financial measurements and performance indicators, and key competitors
• Generate and achieve accurate quarterly forecasts
• Conduct weekly progress meetings with the key Partners related sales teams

Required Skills:

• Leadership
• Attention to Detail
• Business Acumen
• Communication skills
• Conflict Management
• Decision Making & Problem Solving
• Influence and Persuasion
• Integrity
• Teamwork
• Negotiation
• Planning, Prioritizing & Goal Setting
• Global Citizen
• Relationship Management

Necessary Behaviours

• Provocative
• Problem Solving
• Creativity
• Focus
• Organization
• Manages Effectively across Organizational Boundaries
• Effective Work Management
• Escalation Management
• Action and Outcome Oriented
• Communicates Effectively
• Manages Diverse Relationships
• Inspires Others
• Acts with Honour and Character
• Open and Receptive
• Personal Flexibility

 

 

Experience Requirements

• 10+ years selling and account relationship management experience with major accounts or partners
• 10+ years selling Cloud, Infrastructure, hardware and/or software
• History and track record of achievement of revenue objectives
• Track record of business/account plan development and execution
• Cross-LOB team management experience - international team management is a plus.
• Undergraduate degree in business or a relevant field. Masters degree is a plus
• Deep understanding of Cloud software and the space Oracle operates in.

 

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.

Acknowledged authority within the Corporation.  Acts as a leader of large-scale company initiatives.  Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.