An exciting opportunity within the Germany Alliances and Channels Cloud Sales team to drive growth for Oracle’s technology cloud business with and through Oracle partners in the Global System Integrators’ space

The Partner Sales Account Manager (PSAM) leads the engagement with our managed technology cloud partners in Germany and depending on territory prospective new partners.
The key objective is to drive our Partners to accelerate their transformation to Oracle Cloud and deliver this value to our joint customers realizing the unique value-proposition of Oracle Cloud Technologies, whether fully in the Cloud or in a Hybrid model.
The key measure of success is the consumption acceleration of Oracle cloud infrastructure and platform services by working in close collaboration with our cloud platform sales organization.

We are looking for a senior and experienced, self-motivated, and enthusiastic sales and partner business professional with excellent business development, planning, and execution skills. Significant experience in Cloud Platform business transformation and partner economics, understanding of the Global System Integrators’ IT landscape and Go To Market frameworks as well as strong collaboration and leadership skills are required to succeed in the role. You will be part of the Germany Alliances and Channels Sales Technology Cloud team and work in concert with the Germany leadership and sales teams.

If you are passionate about building businesses in the Cloud, and you want to be part of making history with Oracle Cloud Infrastructure technologies, we need to meet!

 

Key responsibilities:

• You will directly manage a defined set of partners and drive their engagement and success on Oracle Cloud technologies, based on a mutually agreed business plan addressing sales, pre-sales, and tech teams.
• Leading the overall Oracle Technology Cloud partner engagement in the Global System Integrators’ space, from business development to sales management and orchestrating technical development
• Developing existing Oracle partners: engaging with the C-level, creating joint business and marketing plans, building relationships and trust, driving marketing and demand generation activities, planning, and facilitating education and certifications, evangelizing new Oracle technologies, discovering new areas of opportunity for Oracle and the partners, and maximizing adoption and usage of Oracle partner programs
• Depending on business needs: acquiring new partners by analyzing the market, discovering partnering opportunities for incremental business and specializations
• Managing partner business relationships to ensure commitment at the C-level, and across Sales, Pre-sales and Tech leaders
• Working with partners to create demand through lead generation activities and by target account selling strategies
• Working with partners to progress opportunities through the sales cycle to closure, implementation, and consumption
• Helping partners build repeatable offerings on Oracle cloud to secure their long-term success
• Actively tracking joint pipeline and cloud consumption to accelerate customer success
• Meeting or exceeding quarterly and annual Cloud consumption and non-revenue objectives
• Establishing rules of engagement and operational escalation procedures to quickly identify and resolve issues
• Developing and maintaining relationships with international and global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channels standards

 

Key Requirements:

• 10+ years of experience preferably driving Sales, Business Development, or Cloud business from a vendor or a partner, with Enterprise segment focus
• Deep understanding of Cloud business and Value Selling
• Technically able to discuss and differentiate market cloud infrastructure and platform offers
• Proven experience on building and managing Data management, governance, security, analytics and engineering conversation as part of CSP capabilities and offerings.
• Clear understanding of Cloud Service Providers’ business model and direct experience in having managed at least one CSP in a previous vendor or customer.
• Advanced international business skills and a track record of creating business growth
• Genuine interest in new technologies and good understanding of different cloud technologies, especially IaaS and PaaS
• Insight into the local IT player’s landscape and a well-established network
• Experience with co-marketing and driving partner-led sales campaigns
• Ability to deal with ambiguity/ fast-paced businesses and complex work environments
• Strong verbal and written communication skills in local language and English
• Higher education in IT, Economics or Marketing

 

We offer:

• The opportunity to build a great career at one of the largest and strongest IT companies in the world
• Work with leading technologies such as cloud, IoT, blockchain, AI and more
• Competitive salary, good pension scheme, and many employees’ benefits
• A stimulating environment with highly motivated colleagues where you create your own career path
• Professional development, training, and tools that enable you to grow
• Flexibility to balance your life and your career, and enjoy both to the fullest

 

A career at Oracle is defined by you. We give you the freedom—and the skills—to write your own success story. Whatever avenue you go down, you’ll gain priceless learning experiences and be supported to do your best work. 

At Oracle, we don’t just respect differences—we celebrate them. We believe that innovation starts with inclusion and to create the future we need people with diverse backgrounds, perspectives, and abilities. That’s why we’re committed to creating a workplace where all kinds of people can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.

https://www.oracle.com/corporate/careers/diversity-inclusion/

 

Apply Now

Create the future with us. Apply now.

Visit oracle.com/careers and search for your role

 

 

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).