ISV Tech License Business Development with German/French
‎în urmă cu 8 ore

Overlay sales personnel providing specialist product expertise to the sales force.

Partners with Account, Technology, and Application sales representatives to qualify and close new business on Oracle solutions.

Provides specific industry or product expertise to facilitate the closing of deals within sales representatives territory.

Interacts with sales team to architect the solution, and develop and execute solution strategies for market. Manages solution opportunities to obtain appropriate and necessary resources for all qualified opportunities.

Leads teams in the sales process for establishing market visibility and deal visibility. Presents / demonstrates solution to high level clients and industry conference attendees.

May provide training to field sales on industry / solutions. Builds and maintains a network and up to date specific industry or product knowledge.

Duties and tasks are standard with some variation. Completes own role largely independently within defined policies and procedures.

3 or more years of sales experience preferred including solution sales experience. Subject matter expertise in industry / product space.

Knowledge of key industry leaders and management. Presentation and product demonstration experience. Understanding of software and consulting arenas.

Excellent communication, negotiating, and closing skills with prospects and customers. Oracle knowledge and / or knowledge of Oracle's competitors.

Travel may be needed. BA / BS degree in related field.


The candidate will have a strong appreciation of the ISV Global Market, combined with the abilty, drive and passion for the Oracle ISV strategy to be successfully aligned to ISV growth objectives for joint Oracle & ISV sales and implemention success.

A key requirement is a clear understanding of the business and software solution opportunity presented by technology for major multinational enterprises.

Essential is a proven track record of delivering sucessful Sales Programs, incorporating both ISV license business models and technical license ISV concepts.

The ISV Tech License Business Development mapped to specific territories in EMEA will be responsible for ISV Tech License business development.

The role is focused mainly in existing ISV ’s development , engagement of non-transacting ISVs , partner profiling and executing specific company Sales Plays .

Responsible for understanding Oracle product and competitive market offerings . Identifies new business opportunities in within existing ISVs by creating and implementing specific territory campaigns together with the sales teams.

Prior knowledge of ISV license specific business is considered a plus.


  • Part of ISV EMEA Tech Business Development team
  • Reporting into the ISV EMEA Business Development Manager
  • Drive specific ISV campaigns within the assigned territory
  • Working with Sales Consultants to assist ISV’s product development and license migration
  • Engagement of non-transacting ISVs through ISV Tech activation initiatives
  • Primary point of qualification of prospects to produce quality leads for ISV Sales (demand generation). Would be accomplished through mix of outbound prospecting and lead follow-up
  • Call out campaign focused on current ISVs with activ e agreements, active maintenance streams, had agreement / revenue in the past but now dormant, or are members of OPN and identify themselves as an ISV
  • Call out campaigns as above to targeted lists of dormant ISVs
  • Including follow up on campaigns such as webinars, road shows, online offers, Sales Plays
  • New ISVs recruitment
  • Joint Campaign Follow up with Key Partners
  • Full sync with ISV tech License Reps and ISV Tech Sales Consultant, to agree on top ISV prospects, feedback needs on lead identification, discuss needed data and actions to complete the handed over process
  • Develop new pipeline generation from ISV install base
  • Assure ISV royalty revenue by working with ISV Tech Sales Reps to collect quarterly revenue reports
  • Provide accurate and timely management information, business development updates and revenue forecasts
  • Develop / Propose future business plans and needs to develop services, capacity and deliverables as needed
  • Keep up to date with all developments related to Oracle strategy for ISVs and also new product releases

  • Graduate in Business Administration, Marketing, Engineering
  • Min 3 years relevant experience in IT sales / business development management
  • Fluency in English is a must
  • Business Fluency in German / Frenck is a must
  • Account Management and Customer Relationship skills
  • Networking, Influencing, Negotiating, Prospecting
  • Excellent interpersonal and communication skills
  • Functional and Technical Organizational chart understanding
  • Basic Oracle technology portfolio understanding
  • Sales Tools experience
  • Basic ISV business understanding
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