Oracle Channel Manager San Francisco 415 or 650

Business Development Manager

Location:           California USA – (The Bay)


The role will include expanding existing relationships, leveraging relationships from other offices throughout North America, and developing new opportunities works closely with partners to penetrate new accounts/markets for  product(s) and services.  Employ solution selling techniques to identify business needs and propose customized solutions.  Engage in continuous relationship management activities with clients and business partners.

Scope of Responsibilities:

·         Develop and execute a plan for each of your assigned partners and provide the necessary aid and leverage to each partner so they can meet or exceed their sales goals and quotas

·         Meet or exceed your quota and sales goals for each of your assigned partners as outlined in your variable plan

·         As part of your weekly update with your manager review partner progress on key accounts critical to our revenue achievement

·         Work closely with finance and our legal advisors to develop contract agreements

·         Ensure each partner is properly trained and motivated to sell our product(s) and services.

·         Hold periodic formal and informal training events

·         Leverage CEO, CTO, and technical resources as required

·         Obtain or develop key reporting structures of each partner and serve as an internal expert on that partner

·         Provide insight to sales, product management, engineering, marketing and senior management including CEO as to partners’ product and business direction

·         Train, update, and be a resource to our sales team so they can leverage our partner relationships to the maximum extent possible

·         Ensure that the partner section of the  web site accurately and appropriately communicates the value of your assigned partnerships to our customer and prospect base

·         Prudently use the business development partner budget and available marketing funds to ensure we obtain maximum return on our partnering marketing investments

·         Ensure partners have adequate product literature, presentations and other sales tools

·         Ensure all direct and indirect sales and marketing efforts are coordinated

·         Keep the sales team informed of all partner marketing and sales promotions and your assigned partners informed about ours

·         Working with the Marketing create and administer marketing programs (contests, promotions, events, etc.) which will drive sales results within your assigned partner companies.  Support trade show activities

·         Be the primary point of contact between and each assigned partner company Establish a regular communication plan to keep partners informed and up to date with product, pricing, and other significant changes

·         Establish a process to debrief partners to obtain their insight to various market and competitive trends

·         Stay abreast of industry trends, applicable technologies, partners and competitors

·         Be knowledgeable about other companies our partners – partner with

·         Be knowledgeable about competitors of our partners

·         Be the  advocate within each partner company

·         Be trusted and respected by each partner


·         5- 10 years experience in SAAS or software alliances/business development, solution sales, and/or marketing

·         MBA or degree with focus in business or marketing

·         Self Starter and independent decision making ability

·         Familiarity with current technologies, current market trends and their application to the business function

·         Outstanding interpersonal, communications and presentation skills

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