Channel Sales Manager - Oracle

Job Description:

This position is responsible for driving the strategic relationship with a select partner or group of partners and achieving the market acceptance, integration, and use of the Vertex products in the accountable channel. The Channel Manager will carry a channel sales quota, as well as administers sales practices, tools, and policies used by the partners to meet and exceed sales goals. The Channel Manager will provide leadership and support the Partners Sales Organization and is a Subject Matter Expert for both Vertex product and service offerings. This role manages and builds relationships within Oracle or Oracle Partners with a specific revenue target tied to each. The Channel Manager promotes Vertex software and service offerings and is responsible for increasing revenue, continued growth, and use of the Vertex products in the accountable channel. Works under minimal supervision, exhibiting wide latitude for independent judgement on complex opportunities.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Quota attainment for the specific channel 
• Drive the revenue targets for Vertex solutions in the partner's Eco system and hold the partner to specific metrics. 
• Channel Partner relationships for all business-related issues 
• Interactions with partner and channel leadership and for maintaining and growing existing partner relationships. 
• Recruit targeted partners per Market Requirements 
• Channel management planning, strategic and operational planning, market development, business planning, and forecasting. 
• Create differentiation messaging of Vertex solution through the partner channel 
• Create/drive channel messaging at industry events (user groups, associations) 
• Promote Vertex solutions through the channel and generate additional Vertex product and services demand through trade shows, webcasts, demos, etc. 
• Address large groups through public speaking, presentation development and delivery, etc. 
• Enable the Sales Demo environment 
• Partner as the SME in pre-sales activities - Participating on sales conference calls, meetings and in RFP execution 
• Assist Partners with opportunity qualification and pipe-line management. 
• Ensure influencer channel is educated and aware of integration and Vertex product functionality and positioning. 
• Provide guidance to and mentor more junior colleagues. 
• 20 - 30% travel 
• Participate in other projects or duties.

KNOWLEDGE, SKILLS AND ABILITIES:

• Demonstrated business development, consultative selling and negotiation skills with results- orientation to meet and exceed channel financial and customer satisfaction goals. 
• Expert knowledge of CRM systems 
• Expert strong mid-market ERP and Ecommerce industry knowledge 
• Expert understanding of Vertex products and how they integrate with select or industry focused 
• ERP systems 
• Expert understanding of the financial/accounting business processes (sales, purchasing, billing, GL) as it relates to transaction tax flow 
• Vertical industry knowledge may be required (e.g., Retail, Leasing) 
• Ability to balance and ensure goals are in alignment with Partner’s strategic direction 
• Strong organizational skills to manage multiple tasks 
• Ability to navigate partner business opportunities through the organization 
• Self-motivated, accountable approach and a strong sense of teamwork. 
• Ability to take initiative to follow through on requests and commitments 
• Ability to exercise strong business judgment 
• Ability to focuses on important opportunities in making business case for strategic partners 
• Ability to recommends action that are consistent with Vertex objectives and goals 
• Ability to balance opportunity size and Vertex resources in deciding when and how to present partner business case 
• Ability to negotiate effectively toward win/win outcomes 
• Ability to be creative 
• Perceives multiple alternatives to each situation 
• Ability to become a trusted advisor and recommend thoughtful solutions to business challenges 
• Ability to effectively optimize partner opportunities through all reasonable means 
• Excellent interpersonal and communication (verbal and written) skills 
• Ability to foster collaboration with channel stakeholders and shares what they know and researches what they do not know 
• Ability to apply broad expertise or unique knowledge and professional concepts to develop resolutions to critical issues. 
• Ability to manage multiple projects simultaneously. 
• Ability to work without supervision. 
• Ability to create formal networks with key decision makers. 
• Ability to listen and understand i