Channels & Alliances Manager (Asean)

Channels & Alliances Manager (ASEAN)-220008N5

**Applicants are required to read, write, and speak the following languages**: English

**Preferred Qualifications**
**Position Description**

Oracle seeks a Channel Sales Person for its Oracle Virtualization & Linux Channels organization to cover ASEAN, to focus on developing the existing partners in addition to recruiting and expanding out the partner eco system. Oracle’s Virtualization and Linux GBU is depending more and more on partners for growing our business. It is one of the fastest growing businesses within Oracle. We have a vision that we want to grow our business substantially over the next five years and one of the key drivers for this is our partners. We are seeking an individual that can recruit and develop existing Oracle OPN partners and in addition recruit, enable & activate from alternate channels such as Red Hat, SuSe, VMware, HP, IBM.

**RESPONSIBILITIES**:

- Personally engage (own the relationship) with key partners and create and jointly execute business plans for top 10 -15 partners Grow partner's mind share with Oracle, in addition to driving a programmatic approach for tactical partners.
- Increase loyalty, activation and adoption of partners into Oracle Linux & Oracle VM
- Drive specialization of Oracle VM & Oracle Linux.
- Work closely with our sales department to facilitate opportunity alignment between partners and Sales on industries and products. Develop partner competency and self-sufficiency through training and education
- Drive partners to execute lead generation activities
- Demonstrate a thorough knowledge of Oracle VM & Oracle Linux and the market dynamics for targeted growth programs.
- 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.
- Leading contributor individually and as a team member, providing direction and mentoring to others.
- 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.

**QUALIFICATIONS**:

- 6-8 years experience in the IT industry or vertical market
- 3-5 years experience in Channels / Alliances / Partner Management Advanced level prospecting and qualification experience
- Able to learn and understand product solutions and features 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
- Very good and fluent English/ as well as local language skills essential (written and spoken)
- Willing to Travel

**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 marketi