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 an EMEA Regional Manager to lead a small team of experienced Partner professionals 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 Regional Manager will have full responsibility for managing a team of Partner professionals to exceed regional revenue ambitions through indirect sales channels. We are looking for a talented and credible individual that can lead our business interests across the entire EMEA region. The ideal candidate 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 leader in one of the world’s leading technology corporations.
·Manage a team of experienced partner professionals
·Building a strategic regional 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 team
·Lead a wider virtual team 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 manager 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 an experienced Partner Team Regional Manager. The individual 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:
·An experienced manager with at least 5 years management experience
·Extensive experience with Linux and Virtualization technology is preferred but not essentail
·You may have worked for a major Linux distribution or Virtualization provider
·You will have 10 years’ experience in sector working with SI’s, VAD’s and VAR’s
·Proven success closing big deals and working with Partners to deliver sustainable business
·You will live within easy reach of London, Vienna, or Copenhagen
·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
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Detailed Description and Job Requirements
Develops third party sales channel and ensures partner achieve Oracle sales targets in the General Business space. Manages a staff of managers within a geographic territory.
As part of the Oracle sales team you will direct and manage area channel sales throughout the sales cycle. Develops and implements a comprehensive strategy that maximizes Oracle's revenue across all products and product lines with Oracle partners. Responsible for the indirect revenue from these partners. Manages the identification and development of channel partners committed to selling Oracle products. Manage the facilitation of joint selling between channel partners and direct sales team. Maintains an understanding of Oracle technology and articulates Oracle propositions to partners and their customers. Provides accurate and timely management information and revenue forecasts to senior management. May participate in account planning and strategy development.
Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations is important. Knowledge of software industry relating to channel management. Knowledge of partners in assigned territory. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.
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).