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