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Oracle Senior Director ISV Ecosystem Business Development (Comms/Media) in Cambridge, Massachusetts

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 managers and directors, 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 is important. Direct and ensure the implementation of operational policies through subordinate managers. Interact internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.

The Oracle ISV Ecosystem team is responsible for accelerating adoption of Oracle Cloud services and driving incremental revenue growth with and through our strategic ISV partners. The ISV Ecosystem Business Development team is responsible for market development, thought leadership and deal support. The team takes a programmatic approach to developing new business with Oracle software partners on a global basis specifically in support of strategic growth areas such as Cloud.

The focus of this role will be to drive new business with ISVs focused on Communications and Media industries transitioning their commercial software applications from premise-based to cloud-based deployment models or moving to Oracle Cloud from other public Cloud providers. This person will be responsible for positioning full the breadth of Oracle PaaS and IaaS offerings for building, deploying and scaling commercial applications in the public cloud, as well as corresponding value propositions for ISVs.

The ideal candidate will have deep domain expertise in public cloud use cases and adoption patterns, as well as ISV business models. They will also have direct experience working with ISVs, and an understanding of the challenges associated with scaling cloud applications to meet growth and revenue objectives while also maintaining customer SLAs and company COGs targets.

Preferred requirements include:

  • A minimum of 7-10 years relevant experience (business development, sales, alliances, etc.) in the technology market is required.

  • Cloud / SaaS positioning and selling

  • Knowledge Public Cloud (PaaS, IaaS and SaaS)

  • Prior work with ISV and SaaS business models.

  • Understanding of ISV use cases and adoption patterns for public cloud services.

  • Prior experience executing value selling models.

  • Exceptional ability to build and deliver compelling sales propositions.

  • Strong customer and partner facing experience is required.

  • A Bachelor's level degree, or equivalent, is required.

  • The ability to travel (<50%) is required. This may include international travel.

  • Excellent Communication skills (oral, written and interpersonal) are required

Job: *Sales

Organization: *Oracle

Title: *Senior Director ISV Ecosystem Business Development (Comms/Media) *

Location: United States

Requisition ID: 20000NBL