Oracle Channel Sales Manager - Oracle University in Rochester, New York

Education Solution Consultants work with Oracle University Education Sales Representatives to develop and deliver comprehensive, customized education solutions that enable successful implementation, adoption, and usage of Oracle technologies to OU customers and prospects. This includes understanding the customer s business objectives and critical business issues, and creating comprehensive training readiness solutions to support the customer s proprietary business processes.

Analyze a customer s training needs through discovery, and develop a comprehensive training solution to address project team readiness specifications. Actively communicate the value of Oracle University throughout the sales lifecycle. Participate in professional development sessions for OU sales representatives and fellow sales consultants. Understand Oracle corporate direction around new product development, mergers and acquisitions, and curriculum delivery methods. Ensure a complete transfer of information to Oracle University s Delivery organization, and post-sales support personnel. Understand and utilize Oracle methodologies, standards and frameworks around customer communications, including RFPs, RFIs, proposals, and services descriptions. Understand and promote Oracle s implementation and education best practices, tools and methodology. Identify opportunities to expand the breadth of Oracle University solutions during throughout the sales lifecycle, including identifying User Adoption Services (change management, end user training, etc.). Understand how to build a message around the impact of the technology change on a customer s entire organization.

5 years training experience in developing comprehensive training solutions, incorporating a variety of delivery methods. Demonstrate the ability to discuss projects with various levels of customer management (including C-Level positions) at a comfortable depth. Demonstrate a desire to continually grow one s skill set. Strong organizational skills and an attention to detail. Ability to effectively communicate ideas orally and in writing. Strong interpersonal skills with the ability to work collaboratively on a team, or individually, without direct supervision. Communication will occur regularly with sales representatives and management, sales consultants and management, customers, and other Oracle organizations. Demonstrated ability to translate complex ideas into easily understood concepts. Ability to take advantage of learning opportunities, and apply knowledge and skill on the job. Demonstrate a positive, can do attitude. Ability to travel in the continental United States as needed to meet with customers, support Oracle hosted events, etc. College degree, or equivalent experience. Familiarity with Oracle training development tools (Tutor, UPK, SimBuilder).

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.

Location:Remote ( home office )


Summary

Are you lookingfor a challenging and influential role at one of the world s most successful technologycompanies? Do you want to make an impact by identifying new businessopportunities and designing and executing go-to-market plans and programs that delivermeasurable and significant results? To do so you will possess a blend of salesand channel experience, strategic vision, business acumen and the ability toget it done across a large, complex enterprise.

We are lookingfor a highly motivated Channel Sales Manager to join our worldwide channelsorganization to grow and manage an ecosystem of partners across North America.You will be responsible for supporting Oracle University s efforts to recruitand 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 have apassion for creating strategic partnerships which produce results and executinga management cadence that delivers consistent and predictable channel bookingsthrough joint business planning, enablement and channel management.

Responsibilities:

  • Grow bookings via assignedchannel partners from channel sourced and influenced bookings to meet or exceedbookings quota

  • Develop and maintain anunderstanding of Oracle technologies and the corresponding Oracle trainingsolutions

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

  • Execute process forconnecting partners and direct sales to enable account collaboration whereappropriate

  • Execute annual joint partnerplanning process to develop mutual performance objectives, bookings targets andcritical milestones

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

  • Execute bi-weekly forecastcalls to assess in quarter partner performance

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

  • Collaborate with partner tobuild Territory strategy and demand generation plans

  • Execute operationalprocesses; transaction contracts, ordering documents, adhere to businesspractices and address deal booking issues

  • Increase the attach rate ofOracle s training solutions sold with licenses and hardware sold through VAD /VAR channel

  • Support partners on deals byproviding assistance on qualifying, solution scoping, quoting and dealapprovals, as necessary

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

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


Skills & Abilities:

  • Proven ability to motivate partnersto take action and generate results

  • Intellectually curious andcapable of quickly learning new solutions, technologies and understanding valuedelivered to various buyers

  • Proven networking skills andthe ability to quickly establish credibility and create confidence withpartners, customers and colleagues

  • Hands-on leader who exhibitsa strong work ethic and collaborative management style by delving deeply intodetails to achieve wins

  • Experience building andmanaging 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 executiverelationship building, contract negotiations, team motivation, marketingprogram design and detailed analysis

  • Assertive, driven and flexibleteam 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 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 acrossNorth America

  • BA/BS in business ortechnology field

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Job: *Pre Sales

Organization: *Oracle

Title: Channel Sales Manager - Oracle University

Location: United States

Requisition ID: 18000VCV