Oracle Partner Sales and Development Manager in Utrecht, Netherlands
Partner Sales and Development Manager
Customers in all segments are moving towards a digital workplace. In this digital transformation customers are going through, we see an increased relevance for partners to help customers in creating business solutions based on cloud technology. Some partners are true leaders in the digital transformation, others still need guidance in the digital transformation. To host this digital transformation at and with partners, we are looking for a partner sales/development manager.
You are the ideal candidate if you are convinced you’re able to
Grow Oracle’s Cloud market share with unbeaten, world class Platform-as-a-Service (PaaS), Infrastructure-as-a-Service (IaaS) and Oracle Technology with a defined set of partners
Deliver a revenue target through these partners by scaling their current business and expanding the breadth of the Oracle stack that they sell
Show entrepreneurial behavior in managing partners, while accurately quoting and forecasting your sales funnel
Understand, support and jointly drive the digital and cloud transformation at your partners
This person should have a demonstrated ability to think strategically about business, product, and technical challenges as well as build and convey compelling value propositions.
Understand, support and jointly drive the digital and cloud transformation in the industry with your partners
Lead and coordinate business planning and demand generation with your set of partners in line with the Oracle strategy
Setup the governance of the planning and execution initiatives with partners, setting expectations (KPIs and other business metrics) and leveraging the Channel Programs / Initiatives funded by Partner Marketing
Personally foster collaboration with all internal stakeholders, ensuring alignment of objectives and separation of accountability, to maximize territory reach and revenues
Sense the same fun as we do in working with an experienced team with strong drive in one of the most fast growing cloud companies!
Identifies and works with the appropriate people in Oracle and the Partner(s) to:
develop and maintain direct relationships with the appropriate operational staff
facilitate and nurture Senior Management relationships to generate active sponsorship for Oracle
understand and monitor all the touch-points between Oracle and the partner
act as an ambassador for Oracle
act as an ambassador for your partners
Be a true sales person with business development capabilities!
Be open, interested and interesting!
Have a strong drive to continuously develop yourself and your partners
Third level education
Demonstrate at least 3 years (Channel /Solutions) sales experience.
Fluency in Dutch and English is essential.
Bring a thorough understanding of a sales cycle, opportunity management and account management.
Demonstrate your background in closing deals
Show your partner recruitment and business development experience.
Be determined and tenacious.
Set yourself a high level of energy, drive, enthusiasm, initiative, commitment.
Be self-motivated to continuously expand personal & professional knowledge.
Show your ability to work in a dynamic, fast moving and challenging environment.
Act professional with good organizational and planning skills
Working in a prime and co-prime environment
Win us over with good communication and influencing skills, both written and verbal
Reports to Alliances and Channels Director; you will work in a team of self-motivated, self-driven alliance and channel managers
Has no direct reports but leads the activities of virtual teams in support of designated partner(s)
Apply by sending your cv to firstname.lastname@example.org
As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).
Detailed Description and Job Requirements
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.
Job Type: Regular Employee Hire