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Oracle ISV Success Director in Quincy, Massachusetts

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

This is a remote/office based position which may be performed anywhere in the United States except for within the state of Colorado.

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 focus of this role will be to drive engagement across a broad range of sales and technical enablement activities, all focused on helping our partners expand their businesses on Oracle Cloud, acquire new end customers and increase consumption. This person will also be responsible for promoting and supporting ISV solutions across both Oracle and partner sales teams, as well as regularly interacting with senior executives – including business and technical leaders from Oracle and our ISVs.

The ideal candidate will have deep domain expertise in public cloud infrastructure and platform services, as well as ISV business models and use cases. They will also have had prior experience working with ISVs and an understanding of the challenges associated with scaling ISV applications and business models in the cloud. This person will also serve as the primary liaison between Oracle and our ISV partners for strategic go-to-market initiatives, ongoing sales enablement and demand gen activities.

10 years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to support and help close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

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

  • Cloud / SaaS positioning and selling

  • Create and progress a joint sales pipeline to meet sales objectives with assigned ISVs

  • Accurately forecast monthly and quarterly revenue delivery

  • Knowledge PaaS and IaaS, as well as Database and Middleware technologies

  • Prior work with ISV and OEM business models

  • 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: *ISV Success Director *

Location: United States

Requisition ID: 21000FXM

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