Job Description

Preferred Qualifications
 
Role Function and Scope
  • The role is focused on managing VADs in Thailand (and 2-3 other countries within the Asean region)  
  • Self-motivated team player who excels at managing relationships of executive-level, strategic relationships that gain commitment and support to execute while managing day to day operations to ensure business continuity  
  • Meet r evenue and growth targets through two-tier engagements via VADs for Software License, Cloud Tech and Systems product line
  • Work with respective Country stakeholders A&C, SYS, CP, ADR and Oracle Digital Sales in aligning the business on how to best leverage the distribution channels
  • Ensure VAD’s are enabled on Oracle products, policies, processes and business compliance. 
  • Supports VADs’ closing and answers to internal booking teams, request on the deals to maximize Oracle revenue.
  • Drive incremental indirect revenue growth focusing on VAD-managed Partners space with new partner activation and recruitment to increase Systems, Tech & Cloud especially in the SMB-market.
  • Ensure that the VAD is adding value to both Oracle and our existing and emerging partner community
  • Communicate and explain internally VAD’s role and value add.
Key Responsibilities and Activities
  • Responsible for the VAD revenue targets achievement
  • Ensure Quarterly meetings between VADs’ and Sales stakeholders to align on the quarterly closing.
  • Ensure VADs comply with Oracle Policies.
  • Secure the closing of indirect orders through VADs by setting up the right organization and controls and taking the required anticipations especially during Quarterly closing periods.
  • Act as escalation Manager for VADs in all Business relevant Cases and Post-Cut-Off issues (cloud provisioning, trigger credit memo to fix internal errors, revenue recognition requests).
  • Business planning and execution to drive focus in the VADs growth areas.
  • Analyze the overall quoting and ordering process for the VAD to improve and automate it, complying with changing internal Oracle Policies, advising internal changes to apply.
  • Drive webcasts on tools and processes for the VADs’ and internal teams and supports Oracle Digital prime tech rep teams and PTC/ DPC teams if needed.
  • Managing conflicting interests and find business solutions in the best interest of Oracle and VADs.
  • Coordinating  VAD Marketing and  Demand Generation activities, supporting VAD Communications to Partners and Oracle
  • Actively communicate on the value add and success of the VAD to educate the internal Oracle sales force
  • Contributes to VAD Sales forecasting and accuracy, and support internal VAD management forecasting

Required Experience, Skills, Knowledge and Behavior

  • Good Teamplayer
  • English and Thai language is required for the role (Vietnamese is optional)
  • Minimum of 5 years selling solutions.
  • At least 3 years of VAD or Channel management experience.
  • Strong understanding of ORACLEs 2 Tier Business & Processes
  • Understanding of Oracle products (Hardware, Software Tech, PaaS and IaaS), their positioning in the market and Oracle on Oracle strategy.
  • Understanding of different partner types, customer segments, and IT trends.
  • Understanding and experience of business practices in Thailand & Sage East/Vietnam countries
  • Methodical and rigorous mind.
  • Strong organizational skills
  • Leadership and charisma.
  • Ability to perform under pressure.
  • Ability to manage complex situations
  • Mature and Professional behavior.
  • Ability to manage virtual team and operate in a highly networked environment.
  • Ability to operate and influence at C-level.

 
Detailed Description and Job Requirements
  Builds long term, strategic relationships with named and vertical business alliance partners.
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 i

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