Primary job duty is to sell Oracle Cloud IaaS, and PaaS offerings as well as technology software products and related services to a defined set of key large-scale Named ISV Partner Accounts.
The successful candidate will have demonstrated competencies in building enduring relationships, positioning Oracle with relevance and differentiated value for the ISV Partner Cloud Journey. Identifies, qualifies and closes new opportunities.
Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support.
Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self-sufficiency.
Works with the ISV to design a Go-to-market model for SaaS sales.
Responsible for licensing Oracle technologies to ISV customers bringing their solutions to market through distribution or hosted SaaS environments.
Working with ISV's, our goal is to:
·ensure there is a vibrant, dynamic bilateral ecosystem of ISV applications
·provide the best architecture design with and for our ISV's
·help our ISVs get to market in big scale and that scale being the Cloud
Oracle’s ISV strategy is simple: to help our partners architect, deploy and scale their commercial applications in the cloud. This is done through solution development within a vibrant ecosystem - an ecosystem that s dynamic and bilateral with ISVs. Couple that with a scalable go-to-market strategy, and ISVs can get to market quickly, at scale, via the cloud.
Software vendors and commercial application providers are leveraging Oracle Cloud Platform - including infrastructure and platform services - to build, deploy and scale their applications in the cloud.
ISVs are leveraging Oracle IaaS and Oracle PaaS to deliver their own enterprise-grade software as a service (SaaS) solutions to their customers. On top of that, a large number of ISVs are building value-added extensions to Oracle SaaS applications and delivering these to joint customers. It is a win-win situation for everyone, and, as a result, we’re seeing strong traction across Oracle SaaS, Oracle PaaS and Oracle IaaS.
ISVs can take advantage of direct technical assistance from Oracle Cloud specialists and architects and attend regional workshops and labs. There are also specific commercial models and go-to-market programs designed for partners-namely, the Oracle Cloud Marketplace.
Detailed Description and Job Requirements
Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).
Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.
Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience including technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracle*s competitors.