The Mission

Your mission is to work with Oracle ISV partners to identify reasons for them to use Oracle Cloud for their applications.  Building account development strategies with the Sales and Pre-Sales teams you will coordinate internal Oracle Cloud offering teams, including Product Management and Development, to create Value Propositions that address customer business problems and accelerate the adoption of Oracle Cloud services.  In collaboration with ISV Prime sales, you will drive revenue growth across a broad set of customers, help our ISV customers accelerate adoption of OCI IaaS and PaaS and build Go-to-Market strategies that drive usage and enable cross-territory collaboration.

The Team

The ISV Business Development Team works with ISV & OEM partner business within Oracle.  Part of the newly formed JAPAC ISV Prime Sales Organization, we focus on ISV & OEM partners that integrate/embed Oracle technologies into their products, applications & solutions deployed in the cloud and/or on premise at customer, partner or Oracle locations. Your contribution to the team will be to bring your business development skills and ability to turn technical value into business value for the ISV. Because we are a new team, we have great opportunities to innovate.

• Build account plans for selected ISVs as agreed with Sales Team.
• Develop new ISV relationships and leverage marketing and other Oracle resources to penetrate the accounts.
• Help re-activate dormant accounts.
• Protect and grow Oracle technology/cloud footprint across the installed base.
• Evangelize Oracle Cloud technology across the territory, demonstrating both technical and business value propositions with the support of the solution engineering team.
• Analyze ISV GTM business models and identify upsell/cross-sell opportunities.
• Work with assigned ISVs to help effective cross border business growth.
• Negotiate new ISVs to join OPN and participate in the Build Track under correct licensing models. Engage with sales teams to ensure alignment of sales approach.
• Work with Partner Licensing teams to promote license models to ISVs.
• Establish trusted relationships with development, sales, technical operations, procurement teams at ISVs. Identify and maintain the ISV's organization structure.
• Create communication channels within the ISVs and leverage them in a timely way to seize opportunities and tackle challenges.
• Establish trusted relationships with C-Level executives at ISVs.

• Previous customer facing work in sales, business development or solutions engineering with a track record of developing account growth
• Strong understanding and experience of IP-related business models
• Be able to clearly articulate Oracle technology value propositions and relate then directly to the ISV’s business issues
• Strong understanding of Oracle licensing and contractual models
• Work individually and independently to execute the job requirements within defined policies and procedures
• Identify escalation paths internally and leverage them in a timely way.
• Be able to analyze trends in the geographical and vertical markets globally to be ready to respond to and advise ISVs
• A good understanding of Oracle's sales methodology
• Be able to leverage and mobilize other teams (technical, business development, sales and operations) towards a common target.
• Be able to accurately articulate business approvals in a transparent manner and openly to communicate with approvers.

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Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product*s sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. 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.

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 of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Business and account planning implementation experience. Conversant in Oracle technology and product strategies. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to travel. BA/BS degree or equivalent, advanced degree highly desirable.

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