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Oracle Senior Director, Channel Strategy and Programs - Linux & Virtualization Sales in Tarrytown, New York

Develops third party sales channel and ensures partner achieve Oracle sales targets in the General Business space. Manages a staff of managers within a geographic territory.

As part of the Oracle sales team you will direct and manage area channel sales throughout the sales cycle. Develops and implements a comprehensive strategy that maximizes Oracle's revenue across all products and product lines with Oracle partners. Responsible for the indirect revenue from these partners. Manages the identification and development of channel partners committed to selling Oracle products. Manage the facilitation of joint selling between channel partners and direct sales team. Maintains an understanding of Oracle technology and articulates Oracle propositions to partners and their customers. Provides accurate and timely management information and revenue forecasts to senior management. May participate in account planning and strategy development.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations is important. Knowledge of software industry relating to channel management. Knowledge of partners in assigned territory. Demonstrated leadership skills. Strong presentation skills. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

Oracle is an Affirmative Action-Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, protected veterans status, age, or any other characteristic protected by law.

*Senior Director, Channel Strategy & Programs - Linux & Virtualization





The biggest challenge businesses face today is changehow to implement change and how to manage change. Competitive and economic pressures are driving business demands for speed and agility; the threat of market disruption from competitors, the opportunity to be a disruptor, an increasing hostile security environment and the rapidly rising complexity of operational environments and processes. The requirement for business agility and continuous innovation cycle has made Digital transformation a business imperative.

To address these challenges IT leaders must deliver applications and services much faster than before, both brand new applications and the modernization of their legacy apps and processes. They must simplify and optimize their processes and manage the complexity of their environments and improve their security and compliance posture. Key is leveraging fast changing technology, manage the increasingly high cost of their digital transformation and avoid locked-in to any solution or vendor that could limit future innovation

The complexity and high total cost of traditional infrastructure software combined with the shift to hybrid on-premises and cloud implementations has driven the need for a common operating environment that can transcend both and enables the cloud native development, innovation and continuous deployment practices that are fast becoming the new norm. The reasons are clear: Microservices-based applications can increase operational agility and boost productivity for DevOps teams. But many organizations are overwhelmed by the rapidly changing cloud native technology landscape and aren t sure how to proceed. Enterprises are seeking innovative ways to change how IT securely operates with public and private clouds working together to deliver services at the lowest total cost. Open Operating Systems, Cloud Native Tools, Containers, and Virtualization are fundamental building blocks for on-premises and cloud. The choices made today directly impact a customer s future cloud success. Optimizing for today while preparing for tomorrow is critical.

Oracle helps accelerate digital transformation and achieve IT imperatives with a complete DevOps environment based on open source, standards-compliant software. It can be seamlessly deployed on-premise or in any Public, Private, Hybrid Cloud to meet the cloud native computing requirements of developers and IT operations personnel.

Oracle Linux, Oracle Linux Cloud Native Environment and Virtualization products provide an open & modern, optimized & complete, secure & compliant Cloud tested and trusted foundation designed for hybrid and multi-cloud deployments at enterprise scale backed by Oracle enterprise-grade support

*Oracle Linux provides *an open, flexible and optimized platform for organizations to meet these objectives by providing optimal application availability and performance while minimizing downtime, reducing security & compliance risk and lowering total operating expense. The Oracle Linux operating system supports the latest Linux capabilities and is optimized to ensure the very best service levels for Oracle and non-Oracle Technology and Applications, Enterprise-class Oracle support meets the exceptionally high standards key to optimally supporting business critical business processes while providing 100% Binary Compatibility with Red Hat Enterprise Linux. Oracle Linux Support magnifies impact with sophisticated high availability, management, monitoring tools, 24x7 problem resolution in 145 countries, premier back porting of bug fixes, and lifetime sustaining support, Oracle Linux is the only major enterprise Linux distribution that publishes all bug fixes and security errata publicly, maximizing flexibility and choice versus other commercial Linux distributions.

Oracle Linux Cloud Native Environment isa curated set of open source Cloud Native Computing Foundation (CNCF) projects to develop, deploy, manage and continuously innovate microservices-based applications that have been tested for interoperability. They can be deployed in environments that support open standards and specifications delivering agility and increased productivity. Oracle delivers the tools to create and provision OCI-compliant containers with the Oracle Container Runtime for Docker package available for Oracle Linux 7 on both the x86_64 and Arm architectures.Support for the Oracle Linux Cloud Native Environment is included with an Oracle Linux Premier support subscription.

Oracle VM dramatically improves business agility and IT performance to deliver applications faster while reducing total cost of service. Oracle VM allows customers to rapidly deploy critical enterprise application and Private Cloud infrastructure in contrast to traditional hardware deployment, bare metal provisioning and competitive virtualization solutions. Deployment of complex application environments can be accelerated 7-10x by use of templates and assemblies. Oracle VM facilitates the deployment and operation of your enterprise applications on a fully certified platform to reduce operations and support costs while simultaneously increasing IT efficiency and agility. Going beyond simple server consolidation, Oracle VM server virtualization is designed to enable rapid enterprise application deployment and simplify lifecycle management. And Oracle VM VirtualBox provides millions of users with the largest deployed solution for cross-platform virtualization.

Oracle VM VirtualBoxis a powerful x86 and AMD64/Intel64 virtualization platform providing a feature rich, high performance environment for enterprise customers and personal use. With millions of users, VirtualBox, it is also the only professional solution that is freely available as Open Source Software. VirtualBox runs on Windows, Linux, Macintosh, and Solaris hosts and supports a large number of guest operating systems including but not limited to Windows (NT 4.0, 2000, XP, Server 2003, Vista, Windows 7, Windows 8, Windows 10), DOS/Windows 3.x, Linux (2.4, 2.6, 3.x and 4.x), Solaris and OpenSolaris, OS/2, and OpenBSD. VirtualBox is actively developed with frequent releases and has an ever growing list of features, supported guest operating systems and platforms it runs on. VirtualBox is a community effort backed by a dedicated company: everyone is encouraged to contribute while Oracle ensures the product always meets professional quality criteria.

Position Details:

Develops third party sales channels (Resale, Distribution, SI) and programs to maximize tactical and long-term Oracle Linux and Virtualization Bookings and Revenue growth, grow new customer capture and market share. Manages a staff of Channel Program Managers and matrix-manages Regional Channel Sales Directors and Channels Sales Representatives in all global Regions.

Key is delivering new bookings and capturing new customers, retaining key customers and building Oracle s unique Open Source Infrastructure brand.


  • Lead and grow a team of Direct and Channel Sales Managers and Sales Representatives across the EMEA region.

  • Lead a large cross-functional virtual team in a matrix organization with a high number of indirect reports

  • Work closely with other lines of business to encourage a coordinated approach to customers, partners and markets.

  • Drive and collaborate on global strategy and global initiatives *



  • Develop channel enablement programs - working closely with the sales and operations leadership, to design, communicate and implement channel enablement programs that recruit and enable high performing channel partners in each of our global regions

o Value proposition communication the role will work with the broader Oracle Marketing teams and the Linux Product Marketing teams to educate and inform the VAR, VAD and Embedded channels on the value proposition and target audience for the Oracle Linux and VM portfolio. This includes telling the story of the OL/VM portfolio and roadmap to support our reseller and channel sales goals.

o Sales training the role will support the delivery of sales enablement training programs to the channel partner sales teams ensuring that value propositions are rolled out consistently and effectively to the team.

o Budget manage the bottoms up MDF requests on an ongoing basis, collect and prioritize requirements for group marketing programs and quantify each program in line with the guide lines imposed by Operations

o Marketing plan the role is expected to document the annual marketing plan for the reseller and embedded channel, detail the marketing initiatives and priorities that deliver growth in line with the Oracle Linux and VM business plan.

Preferred Qualifications:

Oracle is looking for a seasoned executive and senior sales leader. This individual must be a high energy, hands on, take charge executive with proven leadership skills. Additional characteristics include:

  • Customer understanding experience working with both channel partners and end customers to understand the business issues that drive buying decisions.

  • Team Building demonstrated experience building and managing a global and culturally diverse channel manager team.

  • Act with purpose - supports sales by implementing channel programs that create effective sell through and sell with strategies.

  • Account Management - support the sales team in the go to market strategies including pipeline building channel marketing campaigns. The role will work with sales on the marketing requirements each quarter and deliver programs and sales results that help the teams meet or exceed their targets.

  • Broader Cross LOB Collaboration this role will require the person to understand and build action plans to effectively collaborate with other lines of business outside of the Linux and VM business unit. For example, Global A&C team, Tech License and Hardware/System sales teams, Country Specific Leadership, Product Marketing etc.

  • A track record of consistent performance and accountability using multiple sales approaches, managing complex sales into large enterprises and building multiple routes to market.

  • Proven experience driving substantial sales growth year over year. Experience managing profit and margin a plus.

  • A demonstrated ability to add value to the sales process through the development and implementation of a structured selling methodology utilizing scorecards or other measures to ensure the team s success

  • Demonstrated and proven sales management methodology

  • Demonstrated ability to transform a business and sales organization by creating new ways to sell; driving rapid evolution from transactional sales to business value-led enterprise selling.

  • Excellent verbal and written communication skills.

  • The ability to effectively matrix manage and influence across a large complex organization.

  • BA/BS degree, in a technical discipline advance degree preferred


  • Bachelor s degree required. MBA preferred

  • 10 years of high-tech channel related experience e.g. channel programs, channel sales, channel marketing, channel development, channel strategy

  • Proficient with Channel Marketing and PRM tools advanced skills a plus

  • Proficient with MS productivity software (Word, Excel, PowerPoint)

  • Excellent communication and collaboration skills

  • Excellent organizational and project management skills

  • Excellent accuracy and attention to detail.

  • Ability to manage multiple projects simultaneously in a fast-paced environment.

  • 50% travel required, domestic & international

  • Candidates should have infectious enthusiasm, calm demeanor & can-do attitude

/At Oracle, we don t just value differenceswe celebrate them. We re committed to creating a workplace where all kinds of people work together. We believe innovation starts with diversity and inclusion./

Job: *Sales

Organization: *Oracle

Title: Senior Director, Channel Strategy and Programs - Linux & Virtualization Sales

Location: United States

Requisition ID: 19001BDM