The successful applicant will be required to:
- Drive channel sales revenue with the channel partners assigned as part of the designated territory
- Directly influence customers and drive license sales negotiation in accordance with partner joint closing plan for each opportunity
- Identify suitable prospect partners, sell the value of the NetSuite channel partner program and recruit new channel partners based on the business needs for the respective territories
- Achieve monthly and quarterly channel revenue targets
- Organize forecast and pipeline weekly and monthly reviews with all assigned partners to attain forecast accuracy
- Provide support and guidance to help your channel partners develop their business plan comprising both short term and long term go to market initiatives meant to generate incremental revenue, reach new segments of the markets, penetrate new markets, etc
- Clearly understand and articulate the value of Oracle NetSuite’s products and services
- Provide ongoing education/information to channel partners
- Acquire & maintain a working knowledge of Oracle NetSuite solutions
- Build and maintain a trusted advisor relationship with your partners
- Demonstrate initiative, creativity & collaboration to support our partners and prospects
Requirements
- Language skills: very good knowledge of written and spoken English
- 5+ years of direct and/or indirect enterprise software sales experience
- Proven success selling in a consultative/team environment to C-Level and end-user decision makers
- Knowledge and experience of working in collaboration with channel partners / resellers
- Able to create business plans with partners and support them with executing against them
- East Africa market knowledge for 2+ years of experience
- Understand ERP business solutions and its benefits to support customer needs
- Business savvy with ability to build creditability at the C-Level
- Well-developed professional with excellent solution selling, negotiation and ability to influence skills
- Professional, efficient communication (verbal, written, and presentation) and interpersonal skills (positive and personable)
Career Level - IC3
Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory. Territory may be combination of geographic, product, industry and other customer / market dimensions. Sells to the territory directly or via partners. The territory that this rep covers does not have an Inside Sales Rep or Field Rep. Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities. Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs. Responsible for understanding Oracle's product offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels to customer sites to identify / develop sales opportunities. Participates in the development, presentation, and sales of a value proposition. Onsite customer presentation with C-levels to negotiate and close strategic and complex deals. Liaises with customer contacts for the purpose of managing the customer relationship, identifying new opportunities and maximizing sales.
Career Level - IC3
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