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Senior Channel Sales Representative (Oracle Digital Prime - SAGE)

Keywords / Skills : Oracle Cloud Platform, IAAS, PAAS, Channel Sales, Channel Sales Manager, Partner Management, Business development

6 - 15 years
Posted: 2019-06-19

Industry
IT/Computers - Software
Consultancy
Function
Sales/Business Development
Role
Channel Sales
Education
Bachelors
Degree
Posted On
19th Jun 2019
Job Description
ABOUT ORACLE DIGITAL 
Oracle Digital Prime is a global Digital Sales Organization that empowers mid-market businesses around the world to learn, adopt and transform their business to the cloud. We have built Digital Sales Hubs – with cutting edge technology and next-gen facilities – across APAC, EMEA and the Americas to meet the growing demand from millions of companies who are looking for their unique cloud transition path.

We are seeking experienced Channels Sales Rep to lead & deliver on Partner strategy for Oracle Digital Prime (SAGE - South Asia Growing Economies). The individual should understand Mid Market and should have experience in volume business. The key focus area will be IaaS & PaaS. The individual should hold a winning attitude and have the passion and hunger to help Oracle in our Quest to be the No1 Vendor in Cloud Technology.


RESPONSIBILITIES: 

• Work on each aspect of the partner lifecycle – identification, recruitment, partner mapping by market coverage, enablement, develop joint GTM, and drive revenue growth execution.

• Develop the regional ODP Channel plan to over-achieve the ODP Cloud & overall indirect quota.

• Identify and enable the right partners to achieve breadth coverage in the volume market segment. This will include recruiting new "born in the cloud" partners and transformation of selected existing partners.

• Drive partner specialization for IaaS & PaaS, by developing partner competency and self-sufficiency through training and certification, to provide depth of skills needed for customer success.

• Demonstrate a thorough knowledge of PaaS & IaaS and the market dynamics for targeted growth programs. Maintain an understanding of Oracle technology and articulate business propositions to partners and their customers.

• Regular joint business reviews with partners, ODP hubs & internal stakeholders.

• Work closely with our ODP sales teams to facilitate opportunity alignment and joint selling between channel partners and direct sales team.

• Provide accurate and timely management information and revenue forecasts.

• Manage operational efficiency in transactions, agreements, business practices/compliance.

• Leading contributor individually and as a team member, providing direction and collaborate with others. Work is non-routine and complex, involving the application of technical & business skills in area of specialization.

QUALIFICATIONS: 
• 6- 7 years’ experience in the IT industry or vertical market

• 3- 4 years’ experience in Channels & Alliances / Partner Development or Partner Management experience

• Self-Starter, Track record of achievement of quota.

• Able to learn and understand product solutions and features.

• Strong sales/marketing skills including needs analysis, business justification, and closing methodologies.

• Negotiating skills and ability to influence.

• Excellent verbal and written communication skills

• Ability to understand customer's industry and core business processes

• Strong needs analysis, positioning, business justification and closing skills

• Effective sales, marketing and project management skills

• Ability to work in a team environment

• University degree, Fluent English, Willing to Travel

• Good Organizational Skills

Detailed Description and Job Requirements:



Develop Partner sales channel and ensure partners achieve Oracle sales targets in the Oracle Digital Prime space.

As a Channel Sales Representative you will execute on ODP Partner strategy to build & develop Partner based ODP business. This will require you to Identify and develop channel partners committed to selling Oracle PaaS,IaaS & technology products. The role needs to facilitate joint selling between channel partners and Oracle Digital Prime team, increase revenue from partner sources and market share through a leveraged partnering model. You will also need to develop joint "go-to-market" strategies and lead generation opportunities & provide accurate and timely management information and revenue forecasts. You will need to educate partners in Oracle commercial practices maintain an understanding of Oracle technology and articulate Oracle proposition to partners and their customers. The role also requires you to manage transaction contracts, business practices, and deal booking issues.

You are expected to be a leading contributor individually and as a team member, provide direction and collaborate with others. Work is expected to be non-routine and complex leveraging advanced technical/business skills in area of specialization. 4-6 years field sales experience to include 2-3 years channel sales experience. 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. Bachelor degree or equivalent.



About Company

Oracle Corporation is the world's leading supplier of software for information management and the world's second largest independent software company. With annual revenues of more than $10.0 billion, the company offers its database, tools and application products, along with related consulting, education and support services, in more than 145 countries around the world.
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