Jobs at Oracle

As a SMB Partner Business Manager Software -MEA region, you will be driving partner recruitment, enablement and business planning with the partners that are mapped to the SW Channel. If needed you will be recruiting the brightest and forward-thinking partners across to help scale Oracle’s Technology Software business. You will be part of the SMB Software A&C EMEA Team reporting to the EMEA SMB Software A&C Leader. You will drive SMB partner identification and mapping in accordance with SMB Software priority markets, will build partner enablement framework in alignment with the Managed Partner team or the Oracle Value Added Distributors and will drive execution of channel sales business goals within your territory. The outcome is growth in revenue and expand the reach. The role is new- business focused and the successful candidate needs excellent presentation skills and the ability to position Oracle and our SMB Market go-to-market strategy to partner C-Level executives and/or owners.

This role is critical to Oracle’s growth strategy, and we are looking for an experienced and driven individual. The SMB Software A&C EMEA Team is a new team in Oracle, as such, you will have amble opportunity to influence how the team works, the partner GTM approach and interactions with the sales leadership.

RESPONSIBILITIES & ACCOUNTABILITIES:

• Be a key member in building Oracle’s new EMEA SMB Software A&C Team.
• Build a partner recruitment strategy to meet the revenue goals aligned with our sales leadership.
• Drive joint GTM campaigns with focused SMB partners in collaboration with SMB Sales Engagement team to generate pipeline.
• Ensure that partner requirements are met to execute joint GTM vis CSDF
• Orchestrate SMB Sales & Partners alignment in the sales cycle. Proactively ensure smooth execution of partner deals.
• Drive revenue specific business plans with focused SMB partners in close alignment with SMB Sales Leaders and the A&C teams.
• Drive consistent and targeted partner enablement to support partner technical and sales capabilities.
• Initiate, develop and sustain relationships at C-Level with prospective partners with the goal of recruiting or activating the partners within the Oracle Partner Network.
• Build the initial go-to-market engagement plans and lead the development of the Business Case/ROI for prospective partners.
• Maintain an understanding of Oracle Technology Software technology and articulate propositions to partners.
• Speak effectively about products and Partner engagement options, including during conferences
• Educate partners in Oracle commercial practices.
• Continuously develop, monitor and adapt business cases go-to-market plans, and development plans with partners + ensure that partners are on track with the execution

REQUIREMENTS / QUALIFICATIONS:

• 3+ years Software Sales and Channel Partner experience.
• Proven experience with Partners in a regional role in Alliances, Channels, Distribution, Sales and/or Business Development Management.
• Experience with sales of Technology Software, SaaS, other Cloud solutions or consulting services to a C-level customer group desired.
• Professional, proven & senior competence in:
  • building relationships with partner senior management and owners
  • being the key connection between partners and sales leadership teams
  • influencing channel sales partners to increase investment and collaboration with vendors
  • creating business and go-to-market plans with partners and ensuring that they are executed
• Excellent communication and persuasive skills in English and French, both written and verbal 
• Able to work independently and autonomously in a newly formed team
• Comfortable working in an organization based on trust and openness – being empowered to speak up and every day try to improve how we work and how we put customers first
• Negotiating skills and ability to influence.
• Bachelor’s degree in a relevant field required, Master’s degree preferred

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RESPONSIBILITIES: 

• Responsible for team revenue, activity and opportunity creation targets.
• Defining & communicating a team strategy/plan (aligned to the overall Business strategy) to the team-members  and to key stakeholders; setting & communicating measurable objectives to execute the strategy; constantly driving and monitoring progress towards the strategic goals; adjusting the strategy when needed; and being accountable for successful attainment of the objectives by the team. 
• Coaching team members achieve  their best is a core day to day responsibility for this role
• Hires, manages, develops and motivates a team of OD Platform Sales Representatives
• Proactively and regularly engages with customers and partners; both leads sales activities and manages/resolves escalations from customers, team members, partners and key stakeholders when they arise. 
• Responsibility for Performance management of team including development plans, appraisals and management of underperformance issues.
• Ensures team members conduct business and themselves in an ethical manner
• Innovates to help improve efficiencies and processes
• Provides timely and accurate forecasts and other business reports
• Takes responsibility for own personal development
• Territory and account strategy planning/driving
• Participation in the regional strategic projects

QUALIFICATIONS: 

• Fluency in English
• A minimum of 5 years experience as a people manager in a fast moving B2B Solution Sales environment with a proven track record of achieving results through the successful performance of team members as well as strong previous exposure to sell towards respected territories, esp. Ethiopea
• A result focused individual with a strong desire to succeed, a high level of energy, drive, enthusiasm, initiative and commitment
• Strong grounding in both strategic and tactical selling
• Self - motivated to continuously expand personal and  professional knowledge 
• Track record of devising, communicating, driving towards, monitoring and revising effective business plans
• Ability to work in a high pressure, fast moving and challenging environment
• Strong strategic thinking skills with excellent organizational, planning and prioritization skills. 
• Strong communication and persuasive skills, both written and verbal with previous experience of dealing with and influencing senior executives 
• Good understanding of IT infrastructure with a strong business and industry acumen
• Strong Coaching, Interpersonal and Leadership skills
• Ability to accurately and consistently forecast business for their area of responsibility. 
• Good business and IT analytical skills especially using Excel and PowerPoint
• Strong track record of understanding business challenges and possible solutions and translating them into effective messaging and presentations
• Third level education or equivalent experience 
• Experience of driving and implementing change in an innovative manner
• Knowledge of competitive landscape with particular knowledge of competitive selling strategies required.
• As this is a new role in a projected fast-growing division, the successful candidate will need to have the aptitude and potential for career growth and progression.