Oracle: EMEA A&C Specialist Sales Representative for Cloud

Job description

Builds long term, strategic relationships with named and vertical business alliance partners.

Facilities 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.

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. Demonstrated track record developing and managing Global Partnerships and driving Partner account activity. Prefer strong analytical, sales channel and marketing skills. Prefer 8 years of related experience with a secondary education in Marketing or a related field.

Job

Sales

Location

ZA-ZA,South Africa-Cape Town

Other Locations

ZA-ZA,South Africa-Durban, ZA-ZA,South Africa-Johannesburg

Job Type

Regular Employee Hire

Organization

Oracle

EMEA A&C Specialist Sales Representative for Cloud
An opportunity exists to join the EMEA A&C Specialist Sales team for Cloud.

The role is focused on proactively generating SaaS and PaaS pipeline and opportunities with identified key partners in order to win new business. Successful candidates will engage with partner CXOs as a trusted advisor to accelerate their transition to the cloud and provide ongoing coaching for their successful transformation

Working as part of a specialist team the chosen candidate will work closely with the A&C Partner Managers and Oracle Sales teams.

It will be important for the individual to be a team player who can work closely, and at times demonstrate leadership of a multi-functional team across Licence Sales, Pre-sales and A&C and to work in a virtual environment.

Skills & Responsibilities

• Proactive identification, qualification and maximisation of opportunities for Oracle SaaS and PaaS within the defined partners
• Direct and Indirect Sales experience
• Strong sales ability, influencing and value based selling capability
• Acting as an ambassador for Oracle with the chosen Partners
• Working closely with Mgt contributing to the “go to market” strategy
• Generating, communicating and delivering the necessary sales documentation with the Partner i.e. account plans, close plans and qualification plans
• Accurately forecasting against plans and targets
• Developing and maintaining relationships with key decision makers in the designated Partners
• Contributing to the development of Oracle Value Propositions and Salesplays for the Cloud

Accountabilities

• Maintain accurate records of all sales activities and key contacts in the account(s) (SI, OMM etc)
• Produce regular and accurate forecasts as requested by Mgt
• Obtain appropriate A&C management approvals for proposals
• Manage the execution of sales activities (e.g. demos and presentations)
• Research and communicate current competitive and industry trends, drivers and market potentials
• Maintain a breadth of knowledge of all Oracle’s Systems and Technology products and specifically our Cloud offering and strategy
• Create and communicate reference customers for partner business

Experience

• 5+ years Direct Sales experience
• Proven networker and strong communicator
• Good understanding of the Partner and Channel Resell business
• Good understanding of contracting principles for successful, profitable Partner Resell business