Oracle Director, WW Sales & Channel Enablement in Lemoyne, Pennsylvania

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the products sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracles sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle*s products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

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.

Role: Director, WW Sales & Channel Enablement

Location: Belmont, CA or remote

Reports to: VP, GTM Strategy, Operations & WW Channels


Are you looking for a challenging and influential role at one of the world s most successful technology companies? Do you want to make an impact by facilitating flawless execution against business opportunities and designing and executing programs that deliver measurable and significant business impact? To do so you will possess a blend of sales and channel experience; sales, technical and partner enablement expertise; strategic vision, business acumen and the ability to roll up your sleeves and get it done across a large, complex enterprise.

In this role, you will own the vision, strategy and execution of Oracle University s global sales and channel enablement program. This is an opportunity to build the program from the ground up and help drive the transformation of Oracle University s go-to-market approach. You will work with stakeholders in sales, channel, marketing and product leadership to gather requirements, scope, develop and execute sales skills, knowledge and sales process programs for our direct, inside and channel sales personnel. In addition to building and delivering enablement programs in the field yourself, you will also work with vendors to build and deliver training content and programs. Programs will include but are not limited to New Hire On-boarding; New Product / Campaign Enablement; Value Selling; Field, Inside Sales & Channel Readiness; Sales Manager Enablement and Sales Process and Methodologies.

Reporting to the VP, GTM Strategy, Operations & WW Channels your success will be measured by your ability to effectively increase the quality, quantity and conversion of deals from our direct, inside and channel sales personnel; enhance the skills of sales reps and partners to execute value-based sales conversations; and build a global onboarding program to decrease ramp time for new sales reps and channel sales personnel.


  • Translate business goals into actionable Enablement strategies, initiatives and programs and lead roll-out and execution of programs

  • Gather stakeholder feedback from sales & channel leaders, channel partners and Oracle executives to define requirements and priorities

  • Evaluate and evolve the existing on-boarding program to decrease ramp times and ensure that new reps and partners can sell the value of Oracle University s offerings

  • Partner with Product Marketing, Marketing and Sales leadership to build a comprehensive curriculum and host and deliver enablement workshops on sales skills, value selling and product & solution training to increase sales productivity, conversions and deal size

  • Engage and manage third-party vendors, as needed, to design and deliver customized enablement programs and training

  • Establish and maintain formal KPIs to track effectiveness of field, inside and channel enablement programs and initiatives

  • Train partners on Oracle University s value proposition, products and sales processes, including deal registration, qualification and quoting, to make partners proficient at building channel-initiated pipeline and closing channel-initiated opportunities

  • Develop knowledge assessments and accreditation programs to measure sales and partner proficiency and application of knowledge

  • Actively review and evaluate enablement programs, content and resources to determine when content needs to be updated or retired

  • Develop and maintain detailed project plans, actively coordinating resources, dependencies and timelines to ensure smooth execution

  • Identify and engage sales leaders and field champions to help develop and drive adoption of new skills and sales methodologies

  • Constantly seek to evolve and refine sales & channel enablement programs based on field and partner feedback

Skills & Abilities:

  • Passion for working with sales and deep understanding of the role and how sales people think

  • Consistent track record of scoping enablement programs, building enablement content and executing programs

  • Experience implementing new sales methodologies, sales processes and driving behavioral change

  • Proven ability to lead through influence and drive successful projects and programs across a complex organization with many stakeholders

  • Expert knowledge of sales training techniques and overall selling process including first call preparation, identifying prospects, qualification, negotiation skills, objection handling and closing

  • Strong ability to deliver and facilitate training for small and large groups, both in-person and virtually, across a globally diverse audience base

  • Proven networking skills and the ability to quickly establish credibility and create confidence with sales leaders, partners and colleagues

  • Independently capable of driving day-to-day activities with minimal management consultation

  • Strong organizational, oral and written communication and customer service skills required

  • Flexible team player willing to do what it takes to support the success of Oracle University

Education & Experience:

  • 10 years experience working in a high technology software or hardware company, plus 7 years in sales or channel enablement

  • Bachelors degree required; post-graduate degree highly desirable

Job: *Sales

Organization: *Oracle

Title: Director, WW Sales & Channel Enablement

Location: CA,California-Belmont

Requisition ID: 180007ME

Other Locations: United States