Channel Sales Representative - Late Shift (Contractor Role)

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Employer: Oracle
  • Sales
  • Job type: full-time
    Job level: 1 - 5 years of experience
  • Updated at: 08.02.2018
    Short company description

    Explore Oracle and become our next great hire!

    With more than 420,000 customers - including 100 of the Fortune 100 - and with deployments across a wide variety of industries in more than 145 countries, Oracle offers a comprehensive and fully integrated stack of cloud applications, platform services, and engineered systems.

    Currently counting over 4100 employees in the Bucharest and Iasi offices, Oracle Romania has been prominently listed as one of the „Most Desired Employers” in the local market over the last 6 years, including the top rank for the past 3 years.

    Oracle is a key contributor globally to IT education through its Oracle Academy Program. Oracle Academy currently supports 664 institutions and over 52,000 students in Romania. In 2016 we are training 200 teachers in Java Fundamentals and Java Programming.

    Beside key administrative functions for customers, partners and Oracle organizations, Romania is also home for core development centers and teams helping customers to realize successful IT projects. To name a few:
    Oracle Product Development
    Oracle Advanced Customer Support
    Oracle Software Support Services
    Oracle Sales Consulting Center

    Oracle is constantly recruiting for a variety of departments, looking for talented candidates with both technical and non-technical background. The ideal candidate would be the one with high potential and ability to learn and adapt quickly to a fast changing, innovative and demanding environment. If you’re looking for insight into life at Oracle, explore our culture, or want to join the social conversation, check out our Oracle Facebook Community.


    Excellent written, verbal, and interpersonal communication skills.
    High energy.
    Drive and desire to achieve.
    Ability to work independently.
    Negotiating skills and ability to influence.
    Knowledge of Oracle hardware and/or license sales cycle
    Knowledge of Oracle partner model and partner types

    Knowledge / expertise with Primavera software and industries that utilize Primavera software (construction, utilities, oil and gas, automotive, financial services)
    Session Border Controller (SBC) and other ACME technologies

    Languages required: English
    Additional languages desired, but not required: French
    Travel not required.
    Bachelor degree or equivalent in work experience.


    As an Oracle University Channel Sales Representative for North America, you will work with an assigned territory of partners to increase Oracle University business. Drive an increase in the attach rate of training recommendations to the partners’ license / hardware / support / service proposals to their end users. Manage third party transactions resulting from the relationship. Identify and develop channel partners committed to selling Oracle products. Identify and develop joint "go-to-market" strategies and lead generation methods. Provide accurate and timely information and bookings forecasts to management.

    Educate partners in OU resell margins, how to position OU, and all related quote and order processes. Maintain an understanding of Oracle technologies and the supporting Oracle training solutions. Articulate Oracle propositions to partners and their customers. Serve as the Oracle University Sales Consultant (SC) for partners who are less knowledgable in Oracle University solutions. Complete your own transaction contracts, ordering documents, adhere to business practices, and address any deal booking issues.

    Perform as a contributor individually and as a team member.

    You will strive to reach and exceed sales targets assigned to you for your specific territory of partners. You will also co-support the Oracle University Primavera eKit partners and business, with a shared target. Work will involve order management, partner renewals, and other Primavera eKit business related tasks.

    You will own targets for specific aspects of the resell business, in addition to a shared target for Primavera ekits.

    As with any part of our channel management business, you are the face of Oracle to the partners and their end users. You will be required to work with other Oracle teams (including, but not limited to Global Operations, Help Desk, A/P, Partner Business Center (PBC), OU customer satisfaction, Oracle legal, Oracle contracts, Oracle University Sales, Project Management, OU Delivery) in the execution of deals and as questions / issues arise that require your assistance. You will also leverage Channel Managers and sales teams in other Oracle Lines of Business (LOB) and Global Business Units (GBU), to promote awareness of Oracle University. You will serve as an internal contact for OU questions from these teams as well.

    Work is non-routine and somewhat complex, involving the application of technical consulting and business skills in areas of specialization. 5 years field sales experience, to include 2 years channel sales experience. Must be assertive and driven. Strong sales skills in the areas of lead generation, needs analysis, business justification, pipeline forecast and accuracy, deal closure..

    Other info

    1-year contract, extendable.