- Location: Mumbai, Maharashtra, India
- Job Type: Regular Employee
- Experience Level: Professional
- Job Category: Sales
- Posting Date: November 19, 2024
Oracle is on the lookout for a dynamic and experienced ISV Sales Manager to join their expanding team in Mumbai, Maharashtra. This position is a fantastic opportunity for individuals with a strong background in technology sales, specifically within the Cloud and SaaS industries. As part of Oracle’s rapidly growing JAPAC (Japan and Asia Pacific) solutions team, this role will be instrumental in driving the adoption of Oracle Cloud Infrastructure (OCI) among Independent Software Vendors (ISVs).
Who We Are:
Oracle is a global leader in providing cloud services, with an innovative and secure infrastructure that has earned the trust of businesses worldwide. With the increasing proliferation of cloud technology, more customers and ISVs are shifting to cloud-based models, leaving Oracle well-positioned to offer enterprise-grade solutions that accelerate customer revenue and foster growth. Oracle’s JAPAC solutions team has received substantial new investments, making this an exciting period for expansion, as Oracle competes with global cloud leaders like AWS and Azure.
Role Overview:
As the ISV Sales Manager, you will play a pivotal role in managing and nurturing Oracle’s relationships with Independent Software Vendors (ISVs) in the designated territory. The primary focus will be on driving OCI adoption within the ISV community, which will translate to increased consumption of Oracle’s cloud services.
This is an individual contributor role, which means you will be responsible for owning the entire sales cycle—from prospecting to closing deals. You will develop and execute a comprehensive sales strategy, manage customer accounts, and foster long-term relationships with senior ISV executives to ensure sustained growth and success in your assigned region.
Key Responsibilities:
1. Sales Strategy Development:
You will define and implement a strategy for acquiring and managing ISVs, ensuring their applications align seamlessly with Oracle Cloud. A significant part of this responsibility involves identifying and certifying ISV applications on Oracle’s technology and cloud for go-to-market initiatives.
2. Account Management:
Managing accounts will be at the core of your role. You will be responsible for creating, driving, and executing account plans for selected ISVs. Collaborating with both field and internal teams, you will ensure that Oracle’s sales objectives are met, with a focus on driving OCI adoption.
3. Pipeline Tracking & Forecasting:
You will own the responsibility for tracking and forecasting the sales pipeline in your territory. This includes monitoring pipeline progress, ensuring sales targets are on track, and making adjustments where necessary to meet or exceed expectations.
4. Building Strategic Relationships:
Building and nurturing long-term relationships with ISV senior executives is a critical component of this role. Your ability to communicate Oracle’s cloud value proposition effectively will help in growing Oracle’s presence within the ISV community.
5. Collaboration Across Teams:
You will collaborate closely with various internal stakeholders—including sales, marketing, legal, and technical teams—to create robust strategies and processes that support Oracle’s objectives within the ISV market.
Ideal Candidate Profile:
Experience:
To succeed in this role, you need a strong background in sales, particularly in emerging technologies like Cloud IaaS, PaaS, and SaaS. Oracle requires candidates with at least 10 years of quota-carrying sales experience in technology sales, with a proven track record of driving business growth. You should also possess in-depth knowledge of subscription businesses, particularly those driven by cloud solutions.
A strong sales management background and the ability to navigate the complexities of technology sales in a competitive market are essential. Experience in managing accounts and leading sales processes from start to finish will set you up for success in this role.
Skills & Competencies:
- Self-Driven and Results-Oriented: This is a fast-paced role requiring a high level of self-motivation. You should be comfortable with the challenge of developing new business from scratch and finding new opportunities.
- Analytical & Business Development Skills: Strong analytical skills are required to track and forecast sales performance, and an ability to close deals will be essential. You should also possess exceptional problem-solving skills and a deep understanding of both Oracle’s cloud offerings and those of its competitors.
- Strong Presentation & Communication Skills: As an ISV Sales Manager, you will be required to deliver compelling presentations to senior ISV executives and stakeholders. You should be comfortable with formal presentations, whiteboarding, and speaking in both small and large groups.
- Cloud Platform Knowledge: Familiarity with Oracle’s cloud platform, along with an understanding of cloud competitors (AWS, Azure), is preferred but not mandatory. Your ability to position Oracle’s solutions effectively will be key in influencing ISVs to choose OCI.
Qualifications:
A Bachelor’s degree or equivalent is required. While Oracle does not offer visa or work permit sponsorship for this position, applicants with the right to work in India are encouraged to apply.
Oracle’s Commitment to Diversity & Inclusion:
Oracle values diverse perspectives and recognizes that true innovation begins when everyone’s voice is heard. The company is committed to expanding its inclusive workforce, which is a key driver of innovation. Oracle promotes an environment where employees of all backgrounds are encouraged to contribute to the company’s ongoing growth.
As a part of Oracle’s team, you will have access to a suite of highly competitive benefits, including flexible medical and life insurance, retirement options, and opportunities to volunteer within the community. Oracle’s career pathways are designed to provide growth opportunities, offering employees a global reach, work-life balance, and a dynamic, inclusive work environment.
Why Oracle?
At Oracle, you’ll be part of an industry leader with over 40 years of experience in providing cloud solutions to customers worldwide. Oracle’s cloud infrastructure is unmatched in the market, and the company is dedicated to helping customers, including SaaS providers, innovate and scale using Oracle’s platform. Joining Oracle means becoming a part of a company with a strong history of integrity, customer trust, and leadership in technology innovation.
How to Apply:
If you are passionate about driving cloud adoption and helping ISVs thrive, this is an exciting opportunity for you. Apply now to join Oracle and take the next step in your career!