Oracle Regional Director, Alliances & Channels in Taiwan

Regional Director, Alliances & Channels

Preferred Qualifications

Preferred Qualifications

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.

Provides accurate

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

Key Dimensions

  • 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.

Job: Sales

Location: CN-CN,China-Beijing

Other Locations: Taiwan, CN-CN,China-Shanghai, HK-Hong Kong

Job Type: Regular Employee Hire

Organization: Oracle