Job Description
The Oracle ISV Success team is responsible for accelerating adoption of Oracle Cloud Infrastructure and driving incremental revenue growth with and through our strategic ISV partners. The focus of this role will be to create an industry leading partner experience while driving engagement across a broad range of sales, marketing and technical enablement activities, all focused on helping our partners expand their businesses by working with Oracle. This person will also be responsible for the development and execution of joint Co-sell Sales Plans including GTM and Awareness motions promoting and supporting ISV solutions across both Oracle and partner sales teams. A strong background in sales and marketing with 3 rd parties is a must, as well as the ability to effectively communicate with, 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, 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, marketing, 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
§Knowledge of Public Cloud including IaaS, PaaS and SaaS
§Prior work with ISV business models
§Experience creating and managing partner Business and Marketing plans
§Manage and track joint pipeline and sales collaboration
§Coordinate with Field Marketing to drive activities and events in support of business and marketing plans
§Exceptional ability to build and deliver compelling sales value propositions
§Manage and track joint pipeline and sales collaboration
§Strong customer and partner facing experience is required
§A Bachelor's level degree, or equivalent, is required
§The ability to travel (<30%) is required. This may include international travel
§Excellent Communication skills (oral, written, and interpersonal) are required
An ISV Success Director is assigned to strategic accounts and is responsible for the Co-sell and partnering motion, and is the primary liaison between the partner and Oracle in these efforts. This person works with partners based in North America and is responsible for global GTM with assigned partners. They will be responsible for driving and reporting on key metrics including joint revenue and pipeline. 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.
Responsibilities
An ISV Success Director is assigned to strategic accounts and is responsible for the Co-sell and partnering motion, and is the primary liaison between the partner and Oracle in these efforts. This person works with partners based in North America and is responsible for global GTM with assigned partners. They will be responsible for driving and reporting on key metrics including joint revenue and pipeline. 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.
Disclaimer:
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range in USD from: $123,000 to $207,300 per annum. May be eligible for equity. Eligible for commission with an estimated pay mix of 70/30 - 80/20.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
Medical, dental, and vision insurance, including expert medical opinion
Short term disability and long term disability
Life insurance and AD&D
Supplemental life insurance (Employee/Spouse/Child)
Health care and dependent care Flexible Spending Accounts
Pre-tax commuter and parking benefits
401(k) Savings and Investment Plan with company match
Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
11 paid holidays
Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
Paid parental leave
Adoption assistance
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
Career Level - IC4
About Us
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