Oracle Partner Team Representative, Oracle Linux & Virtualization Sales, covering EMEA in Vienna, Austria

Partner Team Representative, Oracle Linux & Virtualization Sales, covering EMEA

Preferred Qualifications


Oracle delivers world class Linux and virtualization solutions for international business customers. We have just completed a re-structure of the EMEA Partner Team to focus on a new mission. We are now recruiting two Partner Team Representatives to work as part of an experienced Team Partner that will influence System Integrators (SI’s), VAD’s and VAR’s, to recommend, and indirectly sell, Oracle Linux and OVM to senior business and technical decision makers in major global corporations headquartered across EMEA.

Oracle Linux enables organizations to meet future needs by providing optimal application performance, minimal downtime, reduced security and corporate compliance risk and lower total operating costs. We aim to make Oracle Linux the world leading Linux distribution. Oracle Linux Premier Support provides world class global 24x7 support and problem resolution in 145 countries. We believe the quality of this support is unmatched by any other provider and includes access to new versions of the distribution, high availability tools, back porting, bug fixes and patch updates all packaged within a 10 year life cycle support model.

Oracle VM enables customers to rapidly deploy critical enterprise application and private cloud infrastructure solutions. Oracle VM facilitates the deployment and operation of your enterprise applications on a fully certified platform to reduce operations and support costs while simultaneously increasing IT efficiency and agility. Going beyond simple server consolidation, Oracle VM server virtualization is designed to enable rapid enterprise application deployment and simplify lifecycle management.

Position Details:

The Partner Team Representatives will have full responsibility to exceed territory revenue ambitions through indirect sales channels. We are looking for talented and credible individuals that can lead our business interests across two regional EMEA territories. The ideal candidates will have experience working with leading System Integrators that service the Finance, Retail, Telecommunications, Manufacturing and Government verticals. This position should appeal to an experienced individual that has the ambition to succeed as a territory leader in one of the world’s leading technology corporations.

  • A challenging job in a positive atmosphere within an international organization with a dynamic team

  • The opportunity to influence your job and your workplace and to become part of a innovative business unit

  • A competitive compensation package that is aligned with your qualifications and includes an employee benefits scheme


  • Experienced partner professional

  • Building a strategic territory partner plan

  • Key focus on leading SI’s, VAD’s and VAR’s

  • Identify and qualify partner opportunities

  • Formulate indirect sales engagements and negotiation strategies

  • Closing business in line with Oracle policies

  • Grow confidence within the territory

  • Work with other virtual team members in a matrix managed organization

  • Work closely with other lines of business to ensure a coordinated approach

  • Build the basis for long term future success


  • An experienced partner professional with at least 5 years sales experience

  • Demonstrated success in delivering a sustainable revenue plan for your business

  • Experience in complex indirect enterprise and commercial sales transactions

  • Strong experience in building indirect sales pipeline, managing forecast and closing opportunities

  • Experience with Systems Integrators, VAD’s, VAR’s and also with direct field sales teams and remote tele-sales teams to achieve mutual success

  • An ability to build and sustain strong collaborative internal relationships

  • Excellent verbal and written communication skills

  • Product and market knowledge in both Linux and Virtualization is beneficial but not essential

  • A good track record capturing indirect customers that serve as proof sources for the go-to-market strategies and value proposition

  • Relentless focus on indirect customer success and satisfaction, resulting in referenceable accounts and positive brand awareness

  • Provide guidance to all stakeholder organizations including development, product management, consulting and customer support, establishing an effective virtual team approach towards driving a consistent set of common goals.

Preferred Qualifications:

Oracle is looking for experienced Partner Representatives. The individuals must be high energy, self-motivated, hands on, credible with partners and customers, and take charge of complex situations and drive towards win-win solutions. Additional characteristics include:

  • Partner Representative with at least 10 years’ experience working with SI’s, VAD’s and VAR’s

  • Extensive experience with Linux and Virtualization technology is preferred but not essential

  • You may have worked for a major Linux distribution or Virtualization provider

  • Proven success closing big deals and working with Partners to deliver sustainable business

  • You will live within easy reach of London, Vienna, Copenhagen or Warsaw

  • Excellent verbal and written communication skills focused on precision

  • Demonstrated success working as a highly effective employee in a complex matrix organizational structure

  • BA/BSc degree with an MBA/MSc also being preferred

Oracle – Engineered for SUCCESS:

Oracle Recruiting: "Continuously selected by our clients as the exclusive vendor of preeminent talent"

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.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience within the high technology industry. Previous marketing experience desired. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. Ability to travel as needed. Bachelor degree or equivalent.

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, salaryverification, professional references, education verification and professional qualifications and memberships (if applicable).

Job: Sales

Location: GB-GB, UK-London

Other Locations: DK-DK,Denmark-Ballerup, GB-United Kingdom, DK-Denmark, PL-PL,Poland-Warsaw, AT-AT,Austria-Vienna, AT-Austria, PL-Poland

Job Type: Regular Employee Hire

Organization: Oracle