As a SMB Partner Business Manager Software -MEA region, you will be driving partner recruitment, enablement and business planning with the partners that are mapped to the SW Channel. If needed you will be recruiting the brightest and forward-thinking partners across to help scale Oracle’s Technology Software business. You will be part of the SMB Software A&C EMEA Team reporting to the EMEA SMB Software A&C Leader. You will drive SMB partner identification and mapping in accordance with SMB Software priority markets, will build partner enablement framework in alignment with the Managed Partner team or the Oracle Value Added Distributors and will drive execution of channel sales business goals within your territory. The outcome is growth in revenue and expand the reach. The role is new- business focused and the successful candidate needs excellent presentation skills and the ability to position Oracle and our SMB Market go-to-market strategy to partner C-Level executives and/or owners.

This role is critical to Oracle’s growth strategy, and we are looking for an experienced and driven individual. The SMB Software A&C EMEA Team is a new team in Oracle, as such, you will have amble opportunity to influence how the team works, the partner GTM approach and interactions with the sales leadership.

RESPONSIBILITIES & ACCOUNTABILITIES:

• Be a key member in building Oracle’s new EMEA SMB Software A&C Team.
• Build a partner recruitment strategy to meet the revenue goals aligned with our sales leadership.
• Drive joint GTM campaigns with focused SMB partners in collaboration with SMB Sales Engagement team to generate pipeline.
• Ensure that partner requirements are met to execute joint GTM vis CSDF
• Orchestrate SMB Sales & Partners alignment in the sales cycle. Proactively ensure smooth execution of partner deals.
• Drive revenue specific business plans with focused SMB partners in close alignment with SMB Sales Leaders and the A&C teams.
• Drive consistent and targeted partner enablement to support partner technical and sales capabilities.
• Initiate, develop and sustain relationships at C-Level with prospective partners with the goal of recruiting or activating the partners within the Oracle Partner Network.
• Build the initial go-to-market engagement plans and lead the development of the Business Case/ROI for prospective partners.
• Maintain an understanding of Oracle Technology Software technology and articulate propositions to partners.
• Speak effectively about products and Partner engagement options, including during conferences
• Educate partners in Oracle commercial practices.
• Continuously develop, monitor and adapt business cases go-to-market plans, and development plans with partners + ensure that partners are on track with the execution

REQUIREMENTS / QUALIFICATIONS:

• 3+ years Software Sales and Channel Partner experience.
• Proven experience with Partners in a regional role in Alliances, Channels, Distribution, Sales and/or Business Development Management.
• Experience with sales of Technology Software, SaaS, other Cloud solutions or consulting services to a C-level customer group desired.
• Professional, proven & senior competence in:
  • building relationships with partner senior management and owners
  • being the key connection between partners and sales leadership teams
  • influencing channel sales partners to increase investment and collaboration with vendors
  • creating business and go-to-market plans with partners and ensuring that they are executed
• Excellent communication and persuasive skills in English and French, both written and verbal 
• Able to work independently and autonomously in a newly formed team
• Comfortable working in an organization based on trust and openness – being empowered to speak up and every day try to improve how we work and how we put customers first
• Negotiating skills and ability to influence.
• Bachelor’s degree in a relevant field required, Master’s degree preferred

 

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).