Oracle ISV Business Development & Go To Market Manager in Annapolis Junction, Maryland
Plans, executes, and measures demand generation marketing programs to grow sales pipeline and revenue for Field Sales organization.
Meets with Sales leaders to create strategic marketing plan in support of pipeline and revenue objectives. Participant on Sales leadership team and regular pipeline and forecast review meetings. Develops and implements tactical marketing programs in conjunction with Sales, Channels, Product Marketing, Product Management, Oracle Direct (Telesales), and external influencers such as user groups and industry trade associations. Provides onsite execution support for marketing programs. Tracks lead flow to ensure the appropriate Sales channels are following up with event attendees and campaign responders in a timely manner. Creates and manages program budget, measures ROI through metrics analysis and reporting. Acts as a virtual team liaison for corporate business initiatives, programs and launches. Provides recommendations on program delivery to HQ virtual team leads. Communicates program status, action items, and deliverables across Field Marketing team and Sales.
Excellent interpersonal skills. Exhibits a high degree of resourcefulness and persistence. Ability to provide consultative input to senior Sales leaders. Experience with business management and operations, including finance/revenue/pipeline principles. Proven ability to engage customers in dialogue about their business needs and IT solutions. Excellent written and verbal skills, and ability to work on far-flung virtual teams. High degree of technical and strategic understanding of Technology, Applications, and Industry solutions being marketed. Attention to detail and discipline to follow established policies and processes from event design to execution to lead flow.
The Oracle ISV Ecosystem team is responsible for accelerating adoption of Oracle Cloud services and driving incremental revenue growth with and through Independent Software Vendors (ISVs) as they choose to deploy their commercial software applications on Oracle Cloud. The focus of this particular role is to coordinate our go to market efforts and drive messaging and awareness activities which help our partners expand their businesses on Oracle Cloud, acquire new end customers and increase consumption.
As an ISV Business Development and GTM manager, you will apply exceptional leadership, project management, time management, organizational and communication skills as you engage key stakeholders across a broad range of business functions including product management, marketing, sales, public relations and more. This person will also be responsible for promoting ISV solutions across both Oracle and partner sales teams, as well as regularly interacting with senior executives – including business and technical leaders from Oracle and our ISV partners. Develops and coordinates a relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Supports aggressive strategies and plans to successfully drive the product as the preferred customer selection.
The ideal candidate will have a moderate technical and strategic understanding of public cloud infrastructure and platform services, as well as ISV business models. They will also have had prior experience working with large strategic accounts, managing executive stakeholders and driving successful joint initiatives with partners. Working across the organization, the BusDev/GTM manager will work with ISV partners to best leverage the many benefits offered through Oracle PartnerNetwork and participate in a range of reference opportunities, as well as implement a robust partner reference program, including social media participation, media interaction, speaking opportunities and other activities to support sales objectives, increase cloud consumption and improve brand awareness.
8 years of progressively increased responsibilities in sales, marketing or business development. Customer success and partner programs experience preferred. Proven track record in managing multiple projects and ability to support stakeholders with competing priorities. Experienced leader comfortable developing high impact value propositions and product messaging for Technology, Applications, and Industry solutions. Ability to determine GTM strategy and tactical plans that deliver tangible results. Excellent interpersonal skills. Exceptional written and verbal skills, and ability to work on diverse virtual teams. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.
A minimum of 8 years relevant experience (business development, marketing, sales, alliances, etc.) in the technology market is required.
Cloud / SaaS positioning and selling
Create and progress a go to market strategy to meet sales objectives with assigned ISVs
Prior work with ISV and OEM business models
Prior experience executing value selling models
Excellent ability to build and deliver compelling sales propositions
Exceptional relationship-building and influencing skills to drive engagement with senior managers, peers and customers across the region and around the world.
Strong customer and partner facing experience is required
A Bachelor's level degree, or equivalent, is required
The ability to travel (<10%) is preferred
Excellent Communication skills (oral, written and interpersonal) are required
Oracle offers a comprehensive benefits package which includes the following:
Medical, dental, and vision insurance, including expert medical opinion
Short term disability and long term disability
Life insurance and AD&D
Supplemental life insurance (Employee/Spouse/Child)
Health care and dependent care Flexible Spending Accounts
Pre-tax commuter and parking benefits
401(k) Savings and Investment Plan with company match
Flexible paid time off (unlimited or accrued vacation and sick leave)
Paid parental leave
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance
*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, *
Title: ISV Business Development & Go To Market Manager
Location: United States
Requisition ID: 21000G5W