Channel Strategy Leader

Job Description

Are you willing to be part of the team that drastically transforms how Oracle is winning our Mid Market customers? And are you motivated by being a key part in developing Oracle?s Partner Sales ecosystem for our SaaS solutions while working in an agile team with a new go-to-market strategy, a dynamic empowering organization and with market-leading Cloud SaaS solutions?At Oracle, we are changing the world by leading a digital transformation! We help our 400,000+ customers in more than 145 countries go beyond developing digital potential and leveraging it to achieve, grow and compete; to think, act and be Business Digital. We believe we can deliver tomorrow?s Cloud solutions to our customers today, which will underpin organisations? digital transformation and business strategies, across geographies and industries.Enterprises can innovate faster, drive business-process efficiency, and accelerate digital transformation with Oracle Cloud. Oracle is the enterprise technology partner that positions companies for tomorrow, today; empowering businesses of all sizes on their journey of digital transformation.

• We commit to meeting the needs of our customers and ensuring their success through their journey.
• We do it by delivering innovative services that let them do more, know more and spend less.
• We integrate every layer of the technology stack to speed time to value, maximize performance and minimise cost.

DescriptionAs the Channel Strategy Leader for ECEMEA Mid Market, you will be responsible for building up and leading a team of Partner Recruitment Managers and Partner Enablement Managers for Mid Market across ECEMEA, as well as, lead the channel strategy to help scale Oracle?s Applications Cloud business.The role is both channel business growth and strategy development focused ? the successful candidate needs excellent people leadership, strategy and business development skills, as well as, the ability to position Oracle and our Mid Market go-to-market strategy to Partner C-Level executives and/or owners. You will lead and guide a team, who will be working with a portfolio of existing and newly-recruited high-quality Partners to help grow our channel business, jointly creating business plans, development plans and guiding the Partners through execution of the plans. In this setting, you will also act as the executive sponsor and contact for key Partners.This role is critical to Oracle?s Mid Market channel growth strategy and we are looking for an experienced and driven individual that can both build up and lead a team to develop our channel sales, as well as, develop and execute the long-term strategy. The team is a part of our new go-to-market strategy for Mid Market, as such, you will have ample opportunity to setup the team and define how it works, develop our Partner recruiting & development approach and the interactions with the rest of the Mid Market leadership team.RESPONSIBILITIES & ACCOUNTABILITIES:

• Build and lead anECEMEA Mid Market team of Partner Recruitment Managers and Partner Development Managers
• Be a key member of the ECEMEAMid Market Core Leadership Team
• Guide and enable your team to successfully support the channel sales organization by getting the right Partners onboard and continuously develop existing Partners
• Enable your team to achieve / exceed Partner recruitment and development objectives
• Build and maintain executive relationships with C-levels of top external Partners ? act as executive sponsor when required
• Build a world-class Partner development strategy and Partner recruitment strategy to achieve our channel sales ambitions, as well as, ensure high performance and customer-first execution of the strategies
• Help develop industry vertical Partner strategies, while working closely with Sales Leadership and other Oracle stakeholders
• Ensure that your team develops high-quality methods, standards, processes, and tools for consistent and high performance interactions in Partner recruiting, enablement, and channel sales efforts
• Work closely with Mid Market sales leadership to ensure close alignment between sales and Partner recruitment/development efforts
• Drive the annual Mid Market Channel strategy review process and ensure that strategic plans are adapted to fit market and customer developments
• Maintain an understanding of Oracle SaaS technology and the Oracle Partner Network program, as well as, articulate propositions to Partners.
• Speak effectively about products and Partner engagement options, incl. during conferences

Personnel Management

• Actively recruit highly qualified team members, quickly get them ready to contribute effectively to Oracle and the Partner ecosystem
• Drive a team culture based on customer first
• Motivate team members and encourage individual career development
• Facilitate the success of the team and individuals through coaching and counselling and performance management

REQUIREMENTS / QUALIFICATIONS:

• 8+ years SaaS and Channel Partner sales experience.
• Experience directly managing and building teams.
• Proven experience with Partners in a regional role in Alliances, Channels, Distribution, Sales and/or Business Development.
• Experience with SaaS, other Cloud solutions or consulting services strategies in a C-level customer setting.
• Professional, proven & senior competence in:
  • building relationships with Partner senior management and owners
  • being the key connection between Partners and sales leadership teams
  • influencing channel sales Partners to increase investment and collaboration with vendors
  • creating business and go-to-market plans with Partners and overseeing the execution
• Proven leadership ability and experience in managing a team through an organizational and cultural change.
• Comfortable working in an organization based on trust and openness ? being empowered to speak up and every day try to improve how we work and how we put customers first.
• Able to work independently and autonomously in a newly launched go-to-market setting.
• Fluent in English mandatory, other languages a plus.
• Master?s degree in a relevant field required.

Just some examples of why you will enjoy and thrive in Oracle

• This is an opportunity in a team core to Oracle?s Applications strategy which could act as the springboard for your Oracle career
• You will experience a flexible working environment
• Benefit from a business actively promoting diversity and equality which fosters innovative thinking and opportunities for everyone
• Excellent local benefits provided for you and your family
• Opportunities to give back, volunteer, dedicate time or raise money for charity
• Opportunities for personal development. This can take almost any shape you would like at Oracle ? there are courses you can attend, or initiatives you can be part of ? creating a diverse workplace is very much on the current agenda for Oracle and events around Women in Leadership, Neurodiversity, and equal opportunities, are happening frequently. Another example is choosing to leverage your experience in a particular area and mentor a colleague

A career at Oracle is defined by you. We give you the freedom?and the skills?to write your own success story. Whatever avenue you go down, you?ll gain priceless learning experiences and be supported to do your best work.Manages a team that is responsible for identifying relevant new business opportunities and designing go-to-market plans to deliver measurable and significant revenues. Consistently meets with potential customers and current customers to build pipeline. Manages, through other managers, a team of business development representatives for a territory/region. The team is actively and frequently customer facing, providing the value proposition to business or org leaders, qualifying opportunities, and selling the value of the oracle solution. Provides operations management of lead qualification functions. Contributes to strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and makes hiring decisions. Manages budget. Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge. BA/BS preferred. Experience managing staff. Assist in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interact across functional areas with senior management or executives to ensure unit objectives are met. Able to influence thinking or gain acceptance of others in sensitive situations important.

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