Oracle Regional Director, Alliances & Channels in Taiwan
Regional Director, Alliances & Channels
Recruits, manages and
build a set of Channel partners for the Telecommunications
market in the defined territories. The Oracle Communications Portfolio extends
from BSS/OSS to Core Network Signaling and IMS/SIP SBC solutions.
This is a Channels Sales
position, focused on expanding the Serviceable Addressable Market (SAM)
beyond the current accounts currently covered by Oracle Communication Sales
teams. Recruits and manages partners to enable coverage, ensure these partners
are appropriately enabled, identify and develop "go-to-market"
initiatives and lead generation activities that will add incremental business
potential and revenue for Oracle. This
role is also accountable for identifying and enabling partners for Target
Accounts with High Touch Sales involved (expecting about 20% of effort). As
these accounts are Sales-led ones, your role will be contained to ensuring the
partnering hygiene factors are in place.
and timely management information and revenue forecasts. Maintains an
understanding of Oracle Communications solution portfolio and be a respected
professional who articulates creditable Oracle propositions to partners and their
customers. Manage transaction contracts, business practices, and deal booking
issues. Works with marketing to plan marketing activities for and with partners.
Ability to develop a crisp, clear andfocused strategy that results in an increased pipeline of opportunities – througha set of committed partners
Work will be non-routine and complex,requiring the application of advanced technical/business skills in the telecommunicationssector
12 years field sales experience to include5 years channel sales experience, preferably in the Communicationsindustry
Demonstrable working relationships with keypartners in the region
Strong sales/marketing skills includingneeds analysis, business justification, and closing methodologies
Ability to create and execute on SalesPrograms to drive pipeline growth
Excellent written, verbal, and interpersonalcommunication skills
Be prepared to travel as needed
Bachelor degree or equivalent. A businessdegree will be great to have
English Language mandatory
Proficiency in at least one Chinese language dialect isdesirable
Comfortable working in “matrix” reportingteam structures
A self starter, out-of-the-box thinker withstrong leadership qualities to leverage the necessary relationships and resourcesneeded to drive channels business
Strong team player, builds collaborativerelationships
Strong Program management, team player andcommunication skill-set.
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.
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. 8 years field sales experience to include 3 years channel sales experience. Strong sales/marketing skills including needs analysis, business justification, and closing methodologies. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. travel as needed. Bachelor degree or equivalent.
Other Locations: Taiwan, CN-CN,China-Shanghai, HK-Hong Kong
Job Type: Regular Employee Hire