Oracle - Channel Sales Director

Organization Name: APAC ISV/OEM

Brief Posting Description :

- Sells both Database and Middle-ware products of Oracle through ISVs and OEMs to a large number of named accounts/non-named (Infosys/Wipro and Mindtree) - Global coverage.

Detailed Description:

- As a Channel Sales Representative you will pull partners into Oracle business opportunities and manage third party transactions resulting from the relationship.

- Experience in selling Cloud offerings - Mandatory

- 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 Requirements:

- Job duties are varied and complex, needing independent judgment.

- Previous marketing experience desired.

- Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence.

- Ability to travel as needed. Bachelor degree or equivalent.

Additional Details:

- Possesses strong channel sales expertise with experience in managing ISVs/ OEMs.

- Experience in selling Cloud offerings (Sell To and Sell Through).

- Ability to manage key internal and external relationships.

- Ability to work independently and with a team.

- Proven Sales Management track record.

- Proven track record of delivering against quota through Channel partners.

- Demonstrates a high level of understanding of Business Practices and Processes.

- Proven ability to lead direct and virtual teams with strong networking skills.

- Highly motivated self-starter, innovative and creative thinker.

- Professional with strong planning and analytical skills.

Qualifications (Preferred):

- Minimum 10 years of Channel Sales Management experience for Software Solutions.

- Understanding of Market, Partner and customer needs.

- Bachelor's degree in Engineering or equivalent with preferably business management background.

- Knowledge of Oracle Database and Middle-ware and competitive products.

- 7-8 years of experience of managing large ISVs such as Wipro or Infosys.

Key Result Areas:-

- Revenue commitment through the ISVs/OEMs.

- Business planning and Review with selected ISVs to drive product adoption and incremental revenue.

- Drive re-sell and co-sell revenue and partner satisfaction

- Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

- Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities.

- Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support.

- Leverages the Oracle sales model to maximize revenue growth and increase local market share.

- Builds and expands business partner revenue and self sufficiency.

- 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 applicable experience including 9 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers.

Travel may be needed.

Bachelor degree or equivalent.