Oracle Channel Sales Manager for Southern CEE and Adriatics in Wien, Austria

Channel Sales Manager for Southern CEE and Adriatics

Preferred Qualifications

Systems Alliances & Channel Sales Manager for SouthernCEE & Adriatics

Location: Vienna,Athens, Belgrade, Zagreb, Ljubljana, Nicosia

An exciting opportunity exists for a Systems Alliances and Channel Sales

Rep within an established, global organization whose Cloud solutions are

entering a period of hyper-growth. To support this growth, Oracle is building a

world-class channel sales team to work with and through Oracle’s Partners.

Strong alliances with partners, VADs, Field Delivery Partners, global and

regional systems integrators are a vital element of our hardware strategy and

are essential for helping us deliver value and customer success to our mutual


Our focus in the year ahead is to build an industry leading channel

business for Oracle’s hardware (Systems and Storage) portfolio. This is key to

that success in Southern Central & Eastern Europe & Adriatics and we

are looking for the right candidate to drive efficiently and effectively this

effort in the region.


  • Be partof CEE Systems Alliances and Channels Team

  • ManageOracle Systems Channel Partners in Southern CEE & Adriatics

  • Reportsto EECIS Systems Alliances & Channel Senior Director


  • Achieve Indirect Sales Revenue Target andassigned Objectives

  • Manage and grow Oracle Systems Channel networkby recruiting and managing business partners to resell Oracle Systems& Storage products and provide related services.

  • Manage Partners relationship to maximizerevenue and to insure partners’ commitment and loyalty at C level.

  • Building and executing a new business plan

  • Special Focus on Field Delivery Partners

  • Liaise with field sales, on business opps tomaximize Indirect sales.

  • Initiate and lead partners’ Oracle knowledge,skills, competencies and sales readiness training events.

  • Act as a resource for partners and Systems Prime SalesReps on indirect pricing, business practices, contractual questions.

  • Ability to present Oracle’s go-to-Market Strategyat C Level meetings with partners for Systems and Storage business as wellas for Cloud.

  • Work with Channel marketing to create A&C marketingplans with and through partners following company’s priorities anddirectives. Promote and execute corporate channel programs.

  • Initiate and lead joint Oracle and partners' salesteams' sector and account planning

  • Initiate and implement Oracle cloud solutions’business priorities and initiatives targeting market segments and orspecific industries through Partners


  • UniversityDegree, an MBA degree is a plus

  • Fluencyin English

  • ProvenIT Sales, Business Development and/or Channel Management experience(min 5 years)

  • Knowledgeand experience in Systems Sales with a leading vendor preferably in thesame or part of geography.

  • Strongcommercial skills

  • Highlevel of energy, drive and enthusiasm

  • Self-motivatedto continuously expand personal professional knowledge.

  • Abilityto work in a high pressure, fast moving and challenging environment.

  • Good communication,influencing and negotiating skills

  • Knowledgeof Oracle’s Technology Systems products/solutions will be the advantage

  • Teamplayer

  • Abilityto build and manage C-Level business relationship

  • High-LevelPresentation Skills

  • ResultsOrientation and Decision Making

  • Planning& Organizing


  • Decision Making

  • Influencing, Negotiating & Conflict Resolution

  • Partner and Customer Focus

  • Teamwork

  • Results Orientation

  • Personal Drive


  • Opportunity Management

  • Sales Process Acumen

  • Competitive Awareness

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: AT-AT,Austria-Wien

Other Locations: GR-GR,Greece-ATHENS, RS-RS,Serbia-Beograd, CY-CY,Cyprus-Nicosia, SI-SI,Slovenia-Ljubljana, HR-HR,Croatia-Zagreb

Job Type: Regular Employee Hire

Organization: Oracle