Oracle Channel Sales Representative IV in Beijing, China

Channel Sales Representative IV

Preferred Qualifications

Oracle seeks a Channel Sales Person for its Oracle Virtualization &

Linux Channels organization to cover China, to focus on developing the existing

partners in addition to recruiting and expanding out the partner eco system. Oracle’s

Virtualization and Linux GBU has a high focus 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 x86, Open

Source partners.


  • Personally engage (own the relationship)with key partners through each stage of the partner lifecycle –recruitment, enablement, develop joint GTM, partner mapping by marketcoverage and drive revenue growth execution.

  • Create and jointly execute business plans fortop key partners.

  • Develop an overall plan to over-achievequota.

  • Regular joint business reviews withpartners and internal stakeholders.

  • Work closely with our direct sales teams tofacilitate opportunity alignment and joint selling between channelpartners and direct sales team.

  • Ensure cross-Oracle LOBs engagement.

  • Drive partnersfor lead generation activities and manage maximum utilization of MDF andROI.

  • Grow partner's mind share with Oracle, in addition to driving aprogrammatic approach for tactical partners.

  • Drive partner specialization of Oracle VM& Oracle Linux.

  • Increase loyalty, activation and adoptionof partners into Oracle Linux & Oracle VM

  • Develop partner competency and self-sufficiencythrough training and education

  • Increase revenue from partner sources/partner-ledmodel.

  • Understand overallpartner landscape & provide Market intelligence

  • Demonstrate a thorough knowledge of OracleVM & Oracle Linux and the market dynamics for targeted growthprograms.Maintains an understanding of Oracle technologyand articulates business propositions to partners and their customers.

  • Provides accurate and timelymanagement information and revenue forecasts.

  • Manage transaction contracts, businesspractices, and deal booking issues.

  • Leading contributor individually andas a team member, providing direction and mentoring to others. Work isnon-routine and complex, involving the application of technical & businessskills in area of specialization.


  • 6-8 years experience in the IT industry orvertical market

  • 3-5 years experience in Channels & Alliances/ Partner Management Advanced level prospecting and qualificationexperience

  • Self-Starter

  • Track record of achievement of quota.

  • Able to learn and understand productsolutions and features.

  • Strong sales/marketing skillsincluding needs analysis, business justification, and closingmethodologies.

  • Negotiating skills and ability toinfluence.

  • Excellent verbal and written communicationskills

  • Ability to understand customer's industryand core business processes

  • Strong needs analysis, positioning,business justification and closing skills

  • Effective sales, marketing and projectmanagement skills

  • Ability to work in a team environment

  • University degree

  • Fluent English

  • Willing to Travel

  • Good Organizational Skills

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.

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.

Job: Sales

Location: CN-CN,China-Beijing

Job Type: Regular Employee Hire

Organization: Oracle