Job Information
Oracle Channel Sales Manager, ASEAN in Philippines
Job Description
He/she is expected to:
Establish, nurture and develop an effective Channel Sales organization to generate net new partner-led non Oracle workload revenue for ASEAN with a select group of capable, competent and committed partners skilled in OCI supported by other IP partners providing complementary solutions on OCI and VAD for general coverage of the unassigned accounts in ASEAN.
He/She will target competitors’ Born-In-The-Cloud partners who have successful Dev-Ops and CICD (Continuous Integration and Continuous Development) infrastructure design projects and preferably have their own Cloud Managed Services managing customers’ cloud environments and bring them into the Oracle partner eco-system. The intent is to have these partners bring their competitor cloud installed base to OCI.
He/She will also target to recruit complementary IP partners (like Informatica, VmWare, etc) to bring their workloads for themselves or their customers to OCI.
Work with assigned TCE resource(s), OCI Product Management (PM) and Business Development (BD) teams to provide support for these partners to skill up on OCI and to develop a successful OCI practice.
Drive net consumption growth in the unassigned accounts in ASEAN
To work with the A & C program team to help these partners develop partner-led GTM efforts to drive partner-led opportunities;
KEY RESPONSIBILITIES
- Identify, recruit, develop and establish a set of competent, capable and committed partners to drive partner-led non-Oracle workloads net new wins in the unassigned territory in ASEAN
Develop a compelling and realistic business plan with the partners to cover the unassigned accounts as their operative territory.
Hand-on and coach them on how to sell and win OCI projects.
Establish a cadence to review account plans, pipeline status and close plans with these partners.
- Identify, recruit, develop and establish a set of Complementary-IP-Partners to drive deployment of their IP solution(s) on OCI either on their own tenancy or their customers’ tenancy
Career Level - IC4
Responsibilities
Facilitates 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.
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