Oracle Market Development Manager in Sydney, Australia
Market Development Manager
Job Title: Market Development Manager
NetSuite is a pioneer in the development of business models that bring third party Solution Providers the benefits of the Cloud. NetSuite’s cloud ERP partners are thriving in both current and emerging markets. We are expanding our teams to engage, empower and enable the success of our current and future partners in the Asia Pacific and Japan. The goals are to manage the multi-faceted execution and go-to-market planning of a growing number of NetSuite Solution Providers.
NetSuite’s Growth and Emerging Business (GEB) organization has grown tremendously year-over-year, and is a major growth engine for the company. This is an exciting chance to be part of a great team in making a huge impact for the company and our partners.
We are seeking a Market Development Manager to drive the next phase of exponential growth for the NetSuite business in JAPAC. As a part of the GEB organization, the Market Development manager is responsible for identifying new channels and routes to market that will complement and assist the existing GEB sales team. With a heavy focus on market share acquisition we are seeking a senior business developer who has proven experience in developing relationships with senior business executives that have resulted in disruptive and transformative go to market models.
Build and maintain a market coverage map
Develop relationships and got market models with non-traditional channel and partner organizations
Create a 12 month plan, identifying all channels that the business should target
Develop a pipeline that provides visibility of all channel development opportunities
Stay updated with distribution trends and developments in the industry. Both domestically and internationally
Opportunity identification, prioritisation and business case development
Build internal and external relationships to identify potential new partners and opportunities
Assess new opportunities, manage the opportunity funnel and take new channels to market
Channel integration and on boarding of new channel partners
Develop sales tools, techniques, processes and technologies required to support new channels and ensure effectiveness
Lead operational on boarding and go to market of new partners
Extensive in developing broad market programs within the SMB market in Japan and Asia Pacific
Requirements , Qualifications/Skills:
4 Year University degree
Commerce or Business qualifications highly desirable
Experience in a high-paced, high-volume software business
Proven ability to work with Channel Partners
Demonstrated Experience working in a cross-functional team
Experience in enabling partners with required information to assist in go to market execution
Demonstrated success in being able to conceptualise complex commercial variables and be comfortable working with ambiguity.
Drive a process and results oriented approach to new channel development.
Experience with building and managing channel relationships.
Consistent track record of beginning to end sales experience from business leads, business development and prospecting.
Experience across a number of different sales cycles (short, medium and long term).
Detailed Description and Job Requirements
Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.
A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product
s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle
s sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle
s products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.
Leading 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. 8 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable.
Job Type: Regular Employee Hire