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Oracle Oracle ISV Ecosystem – Director, ISV Success Team in Quincy, 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 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.

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 manage the team and lead how Oracle drives 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. The team is also 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.

10years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability tosupportandhelpclose 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

  • Previous Management experience, with a remotely distributed team, 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: *Oracle ISV Ecosystem – Director, ISV Success Team *

Location: United States

Requisition ID: 20000NBM

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