1+ months

Channel Sales Representative - SouthEast Region

Bedford, MA 01730
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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. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years field sales experience to include 3 years channel sales experience. 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. travel as needed. Bachelor degree or equivalent.

*Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.*


Achieve territory indirect revenue targets by working with Oracle OPN Partners, Oracle customers and in collaboration with Oracle Field and OD sales. Proactively manage sales of Oracle s technology (software, hardware, cloud) products and services through resellers within assigned territory.

Increase indirect sales by identifying market opportunities and engaging Partners with solutions containing Oracle products and services. Drive Partner opportunities through entire sales cycle; drive Partner opportunities to closure.

Job duties are varied and complex needing independent judgment. Experience in enterprise software, hardware or cloud required. Channel development or management experience, along with strong networking and partnering skills preferred. B.S. in computer science, computer engineering, or similar background. Strong interpersonal skills and proficient writing skills.

Requirements include:

* Self-motivated with a high attention to detail and ability to multitask

* Positive attitude, strong drive for results, and the ability to deal with ambiguity

* Strong business acumen and negotiation abilities

* Comfortable working with others and in a team environment

* Strong communications skills (verbal and written)

* Demonstrates good judgment in analyzing information to make routine decisions

* Sales Experience of at least 2 years of selling software, cloud or enterprise hardware

* Experience and understanding of working directly with partners

* Solutions Selling experience

* Proven ability to recognize, analyze, and take action on go to market approaches, marketing programs, joint value propositions, and business cases around strategic partnerships

* Cross-functional influence, relationship building, and project management skills toward a broad constituency ranging from customers, Channel Partners, sales, marketing, and technical management

**Job:** **Sales*

**Organization:** **Oracle*

**Title:** *Channel Sales Representative - SouthEast Region*

**Location:** *United States*

**Requisition ID:** *19000YRS*
Posted: 2019-07-30 Expires: 2019-10-21

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Channel Sales Representative - SouthEast Region

Bedford, MA 01730

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