ISV Sales Manager

Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell technology software products and related services in a defined territory. Identifies, qualifies and closes new opportunities. Manages accounts including the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support. Leverages the Oracle sales model to maximize revenue growth and increase local market share. Builds and expands business partner revenue and self sufficiency.

Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. 8 years applicable experience including 7 years of technology sales experience. Ability to forecast, manage sales expenses, and successfully close new Oracle business. Business development, prospecting and presentation skills. Excellent communication skills and problem solving ability. Proven track record of exceeding sales objective and territory/account development. Experience as the focal point for clients for all sales and related issues. Oracle knowledge and/or knowledge of Oracles competitors. Travel may be needed. Bachelor degree or equivalent.

Career Level - IC4

Brief Description (ISV Sales Manager)

ISV sales Manager would be responsible to drive ISV relations in the territory. He would manage OCI s adoption in ISV community leading to OCI consumption.

Detailed Description

• Ability to evolve and develop the overall Oracle sales strategy and model for cloud services in the Territory.
• Define and execute a strategy for acquiring and managing ISVs and aligning their Applications to Oracle cloud platform.
• Build long term, strategic relationships with the defined ISV senior executives
• Identify selected ISV apps that need to be certified on Oracle tech and Cloud for GTM.
• Create, drive and own account plans for the selected ISVs in collaboration with field and/or other teams.
• Manage and own the tracking and forecasting of pipeline to meet their territories sales targets
• Collaborate with key internal stakeholders (e.g. service teams, sales, marketing, PR, legal, support, etc.) to further develop partner strategies and processes.

Job Requirements

• At least 10 years of quota-carrying sales experience in emerging technologies. Knowledge of subscription businesses driven by Cloud IaaS, PaaS, SaaS
• Proven sales management experience and knowledge of the region
• Strong personal sales performance history
• Self-driven individual who is motivated and enjoys the opportunity to develop new business from scratch and find new opportunities
• Strong analytical, sales, business development and technical skills preferred with the ability to influence and close sales.
• Thinks big and has convictions, and is action/results oriented
• Strong executive speaking and presentation skills - formal presentations, white boarding, large and small group presentations.
• Understanding of cloud platform competitors is helpful