Channel Sales Manager - OpenSource

OpenSource is one of the fastest growing businesses within Oracle and one of the most deployed databases in the world which is used in software companies of all sizes. Channel Sales Manager in OpenSource leads the channel business in the assigned territory. The role is accountable to create and drive revenue opportunities and managing the overall business partnership, defining and aligning sales plays for GTM execution and enabling strong joint sales motions with OPN partner ecosystem. This includes building and sustaining executive-level relationships, effectively managing the channel opportunity pipeline, directing and aligning opportunities with field & OD Prime sales, including supporting the adoption of our product and developing a specialized channel ecosystem.

The individual will be expected to have good software sales knowledge and market segments and sales processes

 Key responsibilities:

• Aid the territory in achieving it’s overall goals with specific measurements around revenue, coverage, channel breadth, and product mix with the highest levels of integrity.


• Demonstrate sound business acumen in the development of channel business which resonates with Oracle policy in working with partners.


• Builds financially sound, executable, revenue-driven partner business plans that are documented and agree on conditions of satisfaction with managed partners in assigned territory.


• Drive Channel recruitment and enablement with new channels through VADs and develop specialized channel ecosystem


• Conduct sales forecasts, planning, demand generation, deal strategy development, and trend analysis


• Identifies and drives execution of breakthrough growth initiatives


• Marketing fund planning and execution 


• QBR (Quarterly Business Review) meeting with key channels 

Education and Experience Required:

• Typically 8+ years of relevant experience. 


• Broad knowledge of database and software business ideally with open source software.


• Strong experience in driving go-to-market strategy/activities at scale


• Strategic Sales Planning & Implementation - Orchestrates the development of strategic initiatives to advance market share/penetration and achieve profitable growth


• Competitive Positioning/Strategy - Uses competitive intelligence in account planning and sales activities to develop counter strategies 


• Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution


• Excellent verbal Communication skills - Able to communicate effectively across multiple levels

Knowledge and Skills Required:

• Excellent analytical thinking, analysis, and problem-solving skills.


• Ability to communicate abstract ideas clearly and independently manage complex project objectives.


• Very strong verbal and written communication skills, including negotiation, presentation, and influence.

Career Level - IC4

Facilitates the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.

Career Level - IC4