Oracle Strategic Channel Sales Manager in Reading, United Kingdom

Strategic Channel Sales Manager

Preferred Qualifications

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 identifying new business opportunities and designing and executing go-to-market plans and programs that deliver measurable and significant results? To do so you will possess a blend of sales and channel experience, strategic vision, business acumen and the ability to “get it done” across a large, complex enterprise.

We are looking for a highly motivated Channel Sales Manager to join our worldwide channels organization to grow and manage key strategic partnerships across our EMEA business. You will be responsible for supporting Oracle University’s efforts to recruit and manage an elite group of partners that are highly strategic to the business’ long-term goals. You will be responsible for managing the recruitment, enablement and support of these partners to maximize partner sourced, influenced, and fulfilled bookings. You will be responsible for establishing strategic partnerships with EMEA Value Added Distributors and their Reseller network, so experience in this channel is critical. You will also manage an existing strategic channel relationship and ensure that this partner continues to deliver and grow their bookings with Oracle University through a series of well executed channel programs.

You have a passion for creating strategic partnerships which produce results and executing a management cadence that delivers consistent and predictable channel bookings through joint business planning, enablement and channel management.


  • Recruit and develop new strategic partnerships with EMEA wide VADs and VARs

  • Grow bookings via assigned channel partners from channel sourced and influenced bookings to meet or exceed bookings quota

  • Develop and maintain an understanding of Oracle technologies and the corresponding Oracle training solutions

  • Communicate value of partnering with Oracle University to partner executives, sales leaders, sales reps and marketing teams

  • Execute process for connecting partners and direct sales to enable account collaboration where appropriate

  • Execute annual joint partner planning process to develop mutual performance objectives, bookings targets and critical milestones

  • Execute quarterly business reviews (QBRs) to assess progress against bookings objectives and goals

  • Execute bi-weekly forecast calls to assess in quarter partner performance

  • Leverage provided tools / templates to roll-up forecast regionally / globally

  • Collaborate with partner to build Territory strategy and demand generation plans

  • Execute operational processes; transaction contracts, ordering documents, adhere to business practices and address deal booking issues

  • Increase the ‘attach rate’ of Oracle’s training solutions sold with licenses and hardware sold through VAD / VAR channel

  • Support partners on deals by helping with qualifying, solution scoping, quoting and deal approvals, as necessary

  • Coordinate execution of joint marketing campaigns to create demand and pipeline for partners

  • Coordinate participation and execution of channel enablement programs and ensure participation of partners’ sales and presales personnel

Skills & Abilities:

  • Proven ability to motivate partners to act and generate results

  • Intellectually curious and capable of quickly learning new solutions, technologies and understanding value delivered to various buyers

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

  • Hands-on leader who exhibits a strong work ethic and collaborative management style by delving deeply into details to achieve wins

  • Experience building and managing a sales team or partner channel in a growth company

  • Success working with sales, channel, marketing and operations functions in a technology organization

  • Able to span executive relationship building, contract negotiations, team motivation, marketing program design and detailed analysis

  • Assertive, driven and flexible team player willing to do what it takes to support the success of Oracle

Education & Experience

  • 5 years’ experience in sales management, channel management or direct sales

  • 2 years’ of working with or within the VAD / VAR ecosystem

  • 2 years’ managing partners with a history of delivering against quota

  • 2 years’ experience in the training or education services line of business – highly desirable

Willingness to travel (Europe)

Detailed Description and Job Requirements

Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.

As a Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.

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. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. A/BS degree or equivalent, advanced degree highly desirable.

As part of Oracle's employment process candidates will be required to complete a pre-employment screening process, prior to an offer being made. This will involve identity and employment verification, salary verification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Pre Sales

Location: GB-GB, UK-Reading

Other Locations: GB-United Kingdom, GB-GB, UK-London

Job Type: Regular Employee Hire

Organization: Oracle