NetSuite Channel Sales Manager

Job description

Develops third party sales channel and ensures partner achieve Oracle sales targets in the General Business space.

As a Channel Sales Representative you will pull partners into Oracle business opportunities and manage third party transactions resulting from the relationship. Identify and develop channel partners committed to selling Oracle products. Facilitate joint selling between channel partners and direct sales team. Increase revenue from partner sources and market share through a leverage partnering model. Identify and develop joint "go-to-market" strategies and lead generation opportunities. Provides accurate and timely management information and revenue forecasts. May educate partners in Oracle commercial practices. Maintains an understanding of Oracle technology and articulates Oracle propositions to partners and their customers. Manage transaction contracts, business practices, and deal booking issues. Work with marketing to plan marketing events for partners.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience within the high technology industry. Previous marketing experience desired. Excellent written, verbal, and interpersonal communication skills. Negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. Ability to travel as needed. Bachelor degree or equivalent.

Desired profile

Qualifications :

Responsibilities:

·  Manage a group of NetSuite's existing mid-market to upper mid-market Channel customers in assigned territory. As the main advocate for your accounts, you are responsible to work with your respective Partners in ensuring that your accounts are fully leveraging NetSuite and that their needs are being met by the company.
·  Develop industry specific knowledge and expertise and effectively articulate the NetSuite value proposition for all NetSuite offerings
·  Work cross–functionally with other departments, including sales, sales support, billing teams, support, professional services and product management, to address the needs and issues of your assigned accounts.
·  Coordinate executive involvement, as necessary.
·  Convert customer problems into sales opportunities.
·  Achieve and exceed your sales quota by renewing your assigned accounts, selling additional modules and services to expand the NetSuite footprint across the customers' organizations.
·  Continue to maintain and grow an active pipeline of forecasted sales to meet monthly and quarterly quota objectives.
·  Develop annual territory and account plans with your assigned Partners and possibly their accounts to meet their needs.
·  Maintain and expand relationships with key contacts in your key Partner account base.
·  Provide accurate and timely reporting of all relevant customer information, activities and sales forecasts using NetSuite CRM.

Qualifications:

·  Track record of success as a top performer. Must have continually achieved and/or exceeded assigned quotas and goals.
·  Experience selling enterprise or application software. Adept at managing complex sales processes with multiple stakeholders.
·  Must enjoy building and nurturing relationships and solving customer problems.
·  Experience working with Partners and selling to c level executives and management at 250+ person companies.
·  Utilizes an established sales methodology and process to qualify opportunities, conduct discovery, present solutions and negotiate and close deals.
·  Experience developing annual account plans with Partnersand Customers to drive strategic sales cycles and establish agreed upon goals and initiatives with customers.
·  Very strong communication and presentation skills.
·  Demonstrated success working internally to accomplish corporate and individual goals. Viewed by peers as a strong team player and collaborator and as someone who gets stuff done and always delivers against what is promised.
·  Tenacious and focused with a customer service attitude.
·  Attention to detail and a sense of urgency is a must.

Develops third party sales channel and ensures partner achieve Oracle sales targets in the General Business space.

As a Channel Sales Representative you will pull partners into Oracle business opportunities and manage third party transactions resulting from the relationship. Identify and develop channel partners committed to selling Oracle products. Facilitate joint selling between channel partners and direct sales team. Increase revenue from partner sources and market share through a leverage partnering model. Identify and develop joint "go-to-market" strategies and lead generation opportunities. Provides accurate and timely management information and revenue forecasts. May educate partners in Oracle commercial practices. Maintains an understanding of Oracle technology and articulates Oracle propositions to partners and their customers. Manage transaction contracts, business practices, and deal booking issues. Work with marketing to plan marketing events for partners.

Duties and tasks are standard with some variation. Completes own role largely independently within defined policies and procedures. 3 years field sales experience; including 2 years of industry experience. Excellent interpersonal skills. Knowledge of Oracle field sales cycle and partner program. Travel as needed. Bachelor degree or equivalent.