Oracle Alliances Consultant 5 in North Ryde, Australia
Alliances Consultant 5
Oracle is currently recruiting for an Alliance and Channels Sales Professional to join their team. The Channel team is responsible for indirect revenue in ANZ. The team plans, engages and works through the channel partners to drive the business towards meeting the revenue targets set, as part of the efforts to support the Applications line of business.
Responsibilities will include
Manage a group of Oracle Resell Partners in Australia
Leverage and Drive the overall execution and sales delivery of Indirect (resale) revenue targets through the assigned Partners.
Align with and support the Territory Sales Managers to drive incremental revenue.
Be the primary Oracle point of contact for assigned partners for all dealings with Oracle.
Responsible for the development and execution of business plans for the assigned partners. Ensure partners have the capability and capacity to deliver and implement the solution. Ensure Partner Readiness.
Learn and maintain “solution-level” knowledge of Oracle solutions, as well as competitive products and technologies and industry trends
Understand partner objectives/goals and develop appropriate strategies to help partners achieve these with Oracle
Provide sales support any opportunity management for assigned partners
Sell with the partners, transferring skills and acting as the customer face of Oracle where necessary
Maintain accurate deal forecasting, track, manage and report on funnel, wins and losses
Promote Partners within Oracle - Promote Oracle within Partners - Promote our joint value to customers
Develop Go To Market Initiatives/Programs to produce leads for partners
Leverage and align with all relevant lines of business within Oracle. Specifically Applications, Industry Sales, OrD, Sales Consulting, Partner Development, Alliances and Technology Sales
Conduct regular reviews with Partners and Oracle, in the effectiveness of their joint engagement
Minimum 10 years commercial experience in IT channel sales
Knowledge of Oracle Solutions or competitive solution preferred.
Excellent interpersonal skills
Having in-depth understanding of an industry vertical preferred (FSI, CMU,MRD, GEH)
Having understanding of HR systems will be an advantage.
Understanding of sales channels and complex sales models
Ability to adapt to a rapidly changing, progressive organisation
Ability to work independently
Strong verbal and written communication and training skills
Ability to confidently communicate at multiple organisation levels – including C-Level
Strong ability to influence people and align remote teams to achieve agreed goals and objectives
Creative and innovative thinking: able to think creatively, generating new ideas and approaches to situations.
Strategic Thinking: able to grasp the big picture and see long-term opportunities.
Experience with business development and expansion, strategic planning and market development
Detailed Description and Job Requirements
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.
Provide leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. Recommends and justifies major changes to existing products/services/processes. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Strong analytical, sales channel and marketing skills preferred with the ability to influence. Secondary education in Marketing or a related field preferred.
Location: AU-AU,Australia-North Ryde
Job Type: Regular Employee Hire