SaaS Channel Partner Manager

 

Employer Description

Innovation starts with inclusion at Oracle. We are committed to creating a workplace where all kinds of people can be themselves and do their best work. It’s when everyone’s voice is heard and valued, that we are inspired to go beyond what’s been done before. That’s why we need people with diverse backgrounds, beliefs, and abilities to help us create the future, and are proud to be an affirmative-action equal opportunity employer. 

 

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status, age, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law. 

 

Job Description

As a SaaS Channel Partner Manager 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 SaaS (ERP, HCM & CX) products and develop third party sales channel to ensures partner achieve Oracle sales targets in the General Business space while increasing revenue 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 customers. Manage transaction contracts, business practices, and deal booking issues. Work with marketing to plan marketing events for partners.

Being an effective 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. Strong sales/marketing skills including needs analysis, business justification, and closing methodologies. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. Travel as needed.

 

Responsibilities

• Achieve assigned SaaS quarterly and annual sales targets via driving channel partner eco-system
• Work directly with partners and customers to capture sales opportunities, and to work effectively across all SaaS pillars (ERP, HCM and CX)
• Identify new business opportunities and develop effective go-to-market campaigns 
• Drive pipe generation through and work closely with partners business development teams
• Manage sales through forecasting, account strategy, account planning, and updating CRM
• Understand competitive landscape to adapt sales strategy and for sharing with internal teams including partners
• Follow cadences set up by your Manager to ensure timely status updates
• Understand and follow internal defined processes to effectively carry out sales activities

Requirements

• 10+ year of B2B solution sales experience in business application technology and cloud solutions with a focus on partner driven sales model
• Proven record of success in selling Applications Cloud solutions
• Strong negotiation and consultative sales skills
• Excellent communication skill in English and  Vietnamese languages
• Excellent understanding of local market
• Excellent interpersonal and influencing skills
• Excellent executive presence
• Good problem solver with ability to build and maintain strong collaborative partnerships
• Degree in business discipline from a recognized institution

 

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.