Identify and Prospect new partner relationshipsto increase capacity and identify Partner selling needs which could begeographic, vertical, competitive or strategic specific to the segment of theSMB market. Thoroughly qualify all partner opportunities and present NetSuite’sproducts in a compelling, positive, and professional way. Advise prospectivepartners on the value of Cloud solutions and NetSuite’s ability to help thembuild profitable practices. Participate in the creation, presentation and salesof a complete partner value proposition via the telephone, internet, webinarand customer meetings. Develop customized presentations, business planproposals and enablement blueprints encompassing all aspects of selling,demo-ing, and implementing NetSuite successfully. Negotiate pricing andcontractual terms to consummate partnerships as required. Develop territoryrecruiting plans, goals and maintain an accurate pipeline and forecast.
Thisis a primary-quota carrying role with a subscription quota and focus on drivingnet new business (annual recurring revenue) with a key focus to acquire net newcustomers.
Territory: Hong Kong
Languagesrequired (spoken and written) : English, Cantonese and Chinese (Traditional)
Detailed Description and Job Requirements
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.