Oracle Director, Alliances & Channels in Tokyo, Japan

Director, Alliances & Channels

Preferred Qualifications


for managing all Alliances and Channels business for the

Telecommunications Service

Provider market in the countries of Japan, Korea, China, Hong Kong,

Taiwan. The Oracle

Communications Portfolio extends from BSS/OSS to Core Network Signalling

and IMS/SIP SBC solutions. You will be required to have a good

understanding of this portfolio and be able to articulate credible

Oracle business propositions to partners and their


The main charter is to drive a pro-active partner ecosystem to expand the Serviceable addressable market (SAM) bringing

in new new business to the fold. Identify, Recruit, Enable and Manage partners for these markets. This role is also

accountable for identifying and enabling Key Partners who have the maximum impact on our business.

Deliver on Channels Sales Quota, and provide accurate and timely

pipeline updates and revenue forecasts.

Key Dimensions

  • Ability to develop a

crisp, clear and focused strategy that results in increased pipeline of

opportunities from Net New Accounts and through a set of committed


  • A self starter,

out-of-the-box thinker with strong leadership qualities to influence the

necessary relationships and resources to drive channels business

  • Strong team player, builds collaborative relationships

  • Comfortable working in a matrix reporting team structure

  • Knowledge of Oracle field sales cycle and partner program desirable

  • English Language mandatory

  • Proficiency in Japanese and Korean languages desirable.

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.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. Most senior contributor individually and as the senior 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. 10 years field sales experience to include 5 years channel sales experience. Superior sales/marketing skills including needs analysis, business justification, and closing methodologies. Excellent written, verbal, and interpersonal communication skills. Strong negotiating skills and ability to influence. Knowledge of Oracle field sales cycle and partner program. Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

Job: Sales

Location: JP-JP,Japan-Tokyo

Other Locations: KR-KR,Korea-Seoul, CN-CN,China-Beijing, TW-TW,Taiwan-Taipei, HK-HK,Hong Kong-Causeway Bay, CN-CN,China-Shanghai

Job Type: Regular Employee Hire

Organization: Oracle