• Align with partners into business opportunities
• Manage third-party transactions where the selected partner has the specific value add that the customer requires.
• Work to identify and develop channel partners committed to selling Services on Oracle Cloud, and Astute products.
• Facilitate joint selling between channel partners and Field Sales teams.
• 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.
• Provide accurate and timely management information and weekly revenue forecasts.
• Educate partners in commercial business practices and Value Propositions.
• Maintain an understanding of Astute services and products, and Oracle technology
• Articulate the Astute/Oracle Value propositions to Partners and their Customers.
• Manage transaction contracts, and business practices, and deal booking issues.
• Work with marketing to plan go-to-market campaigns and events for Partners.

Skills: Partner Alignment and Development, Channel Partner Management, Joint Selling Facilitation, Partnership Strategy Development, Revenue Generation, Market Education and Enablement, Forecasting and Reporting, Contract Management

• Maintain existing partner accounts, grow joint business solutions from existing partner accounts, and find/win new partner accounts. 
• Drive programs that result in repeatable and incremental business through partners. 
• Articulating joint value propositions, maintaining relationships, developing demand generation programs, and executing training programs. 
• Hold partners accountable to the defined programs.
• Educates and updates partners on new solutions
• Promotes sales growth through partner account plans
• Achieves assigned quota for solution through partner accounts
• Conduct regular pipeline management, portfolio planning, sales coaching, forecasting and QBRs
• Ensures partners are compliant with legal practices
• Take responsibility for identifying and recruiting new partners

Skills: Partner Account Management, Business Development, New Partner Acquisition, Program Management, Value Proposition Articulation, Demand Generation and Training, Sales and Quota Achievement, Compliance and Accountability

• Works closely with Business Partners and Channels, ensuring the company is meeting and/or exceeding their expectations
• Partnering with them on initiatives to drive business and ensure positive relationships.
• Take responsibility for driving relationships with partners and vendors.
• Develop, communicate and execute plans to achieve or exceed channel sales and initiatives goals.
• Become a Subject matter expert in Sales, IT and support functions (Front Desk Operations).
• Coordinate benchmarking and external analysis (Subject Matter Experts, Workshops, location visits, etc.).
• Educate channel partner staff on all initiatives on a consistent and ongoing basis.
• Manage all required and necessary documentation.
• Compile monthly reports to communicate with Management on initiatives and pipelines.
• Participate in channel partner sales meetings as a subject matter expert.

Skills: Relationship Management, Strategic Partnership Development, Sales and Goal Achievement, Subject Matter Expertise, Benchmarking and Analysis, Training and Education, Documentation Management, Reporting

• Build annual account plans for major accounts, set targets and define growth plans
• Coordinate promotions, pricing, rebates, and marcom activities (digitally or analog).
• Conduct quarterly detailed reviews and make adjustments to achieve the annual target per account.
• Create business relationships at key distributors and other partners with sales managers, buyers and category leaders at all key channel partners.
• Improve the commercial electrical heat-tracing knowledge of distributors, installers and contractors, architecture bureaus, construction-related associations and other specifiers.
• Work with the channel to develop target key accounts (installers/end-users buying from distributors) 
• Conduct installer seminars and joint visits at end-users for relationship building and technical support.
• Leverage existing corporate and field marketing events to develop and drive pipeline activity with partners.
• Proactively identify partnership and operational issues. 
• Collaborate with the partnership team to define solutions and new operational procedures to address issues.

Skills: Strategic Account Management, Promotions and Marketing Coordination, Performance Analysis and Adjustment, Relationship Building, Technical Knowledge Enhancement, Account Development, Technical Support and Training, Operational Efficiency

• Develop sales account plans for existing and new channel partners, in line with regional channel strategy, and execute objectives.
• Establish long-term business relationships with channel partners.
• Work with Channel/Product Marketing to ensure increased market share, achievement of sales objectives and communicate market expectations/product requirements.
• Make sales presentations, perform product demos and coordinate appropriate sales support
• Support channel partner sales opportunities, including qualification, and development of joint strategies to win end-user sales opportunities.
• Develop and train new and existing channel partners about print solutions and sales methodologies following regional strategic direction.
• Manage on a pro-active and continual basis, understand the ‘health’ of the business via sales data, progress on incentives, new product releases, sales trending and other key performance indicators.
• Manage project registrations and price exceptions, and ensure consistency of data in the CRM tool (SFDC)
• Provide accurate, timely forecasts and report weekly performance and details of specific opportunities.
• Stay abreast of new product introductions, technological/industry advances and market developments. 
• Feedback on product requirements to the line of business.
• Achieve quarterly and annual sales targets and management-based objectives as defined and agreed upon by the line manager.

Skills: Sales Account Planning, Relationship Building, Market and Product Knowledge, Sales Presentations and Demonstrations, Channel Partner Support, Training and Development, Sales Data Analysis, Forecasting and Reporting

• Experience in Channels and Alliances/Partner Development or Partner Management, ideally working with SIs
• Strong sales spirit and solid sales/marketing skills including needs analysis, business justification and closing methodologies
• Excellent negotiating skills and ability to influence
• Ability to understand partner and customer business and core processes
• The ability to learn and understand product solutions and features
• Solid knowledge of Oracle’s cloud portfolio with some knowledge about competitive cloud offerings
• Self-starter, result-focused, self-motivated, track record of quota achievement
• Excellent verbal and written communication skills
• Good organizational and project management skills
• The ability to work in a team environment

Qualifications: BA in Business Administration with 3 years of Experience

• Successful experience in a similar role within B2B2C software, Fintech or Crypto Companies
• Prior track record of success in Channel Sales
• Experience using tools in the sales stack including Salesforce.com, LinkedIn Sales Navigator, ZoomInfo
• Excellent communication skills with experience representing a company’s offerings to senior and executive-level management
• Comfortable with operating in a fast-paced, dynamic environment
• A skilled negotiator with a knack for growing deal size by articulating a value proposition
• Skilled at accelerating deals in a startup environment and not afraid to roll up sleeves to get things done. 
• Self-starter with excellent listening, verbal, and written communication, and interpersonal skills
• Outbound Skills including Prospecting, Lead Generation, Appointment Setting, Discovery, Sales Process, Deal Closing and Negotiation, Strategic Account Management

Qualifications: BA in Marketing with 5 years of Experience

• Working experience using contact management software.
• Track record of exceeding assigned sales quotas in contiguous, multiple years.
• Competent in engaging at C-level
• Strong verbal and written communication skills including presentation skills.
• Experience with target account selling, solution selling, and/or consultative sales techniques
• An aptitude for understanding how technology products and solutions solve business problems.
• Ability to communicate with senior managers about their business challenges and NetApp data management storage solutions.
• Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching, and timely execution/follow-up. 
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.

Qualifications: BA in Communications with 2 years of Experience

• Working experience in software or related high-tech industry
• Be passionate about sales and technology. 
• The ability to communicate a value proposition. 
• Understanding of both partners' and customers' business needs. 
• Outstanding communication skills - written, oral, and facilitation. 
• Strong prospecting and sales skills and assist partners in driving new opportunities. 
• Proven experience in driving sales opportunities from lead generation to closure, motivating channel partners to hunt for new logos, and accelerating deal closure.  
• A team player and able to thrive on collaboration with a team and get excited about aligning Senior Enterprise Sales Representatives with key partners.
• Strong ability to build and leverage relationships with partners as well as internal area leadership, peers, field sales, SEs, inside sales, and marketing teams. 
• Planning and financial skills including business planning and knowledge of the partner ecosystem including pipeline management and forecasting Understanding of partner economics, business models, and motivations for customer success. 

Qualifications: BA in International Business with 6 years of Experience

• Working experience in a Quantitative field or Business Administration
• High preference for business development and sales roles/work
• Strong interpersonal and influencing skills
• Excellent presentation, oral and written communication skills in English
• Strong ownership, bias for action, and discipline in establishing and improving processes.
• Proficient in using MS Applications (PPT, Excel)
• Analytical skills using Excel/ other databases and tools
• Ability to self-manage, prioritize and deliver results, meeting tight deadlines
• Experience working in a fast-paced and highly cross-functional organization
• Self-starter who is excited about technology and e-commerce environment
• Strong understanding of the FBA / Amazon Seller Services
• A strong track record of delivering results in an account management business unit and proven invent and simplify
• Exposure/experience within the Supply chain/Transport Industry

Qualifications: BA in Economics with 4 years of Experience