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Oracle Linux & Virtualization, Cloud Native Channel Manager in Helena, Montana

Job Description

Job Description

The Oracle Linux & Virtualization Channel Partner Alliance Manager has responsibility for meeting/exceeding Oracle Linux subscription bookings targets within their assigned channel partner territory. Key responsibilities include exciting new and existing partners through stakeholder engagement, enabling assigned partners, building joint GTM and business plans, and executing our channel partner strategy to generate and close channel opportunities. The ultimate goal is to deliver new channel partner bookings, retain and grow channel partner customer base and build Oracle’s unique Open Source Infrastructure brand throughout our channel partner base.


  • Engage with assigned channel partners to drive joint GTM/Business Plans designed to drive net new business growth and retain & grow existing customer base.

  • Identify and recruit strategic channel partners within your assigned territory.

  • Create executive alignment and commitment on key partnership goals by maintaining access and influence with key partner stakeholders.

  • Navigate up and down the partner organization as appropriate to meet goals.

  • Enable assigned partners through regular Oracle Linux and Virtualization training focused on key stakeholders including partner leadership, partner field and inside sales teams, partner presales technical teams, and partner marketing teams.

  • Energize assigned partners around Oracle Linux & Virtualization’s unique value to their business and their customer base.

  • Act as point of contact to increase partner knowledge of our offerings and proactively train partners on core proposition and use cases.

  • Act as a liason between our Oracle Linux sales teams and assigned partners to help build working relationships and drive joint opportunity engagement. This includes coordination and alignment of Oracle and partner sales teams and alignment of technical resources.

  • Assist with progression and closure of key new business and renewal opportunities as appropriate.

  • Lead partner marketing efforts with the help of our channel marketing team for marketing and co-marketing opportunities including webinars, roundtables, and face to face customer events.

  • Assist partners with driving marketing campaigns designed to identify and drive net new customer opportunities.

  • Establish and execute regular cadence with partner including their sales, business development and marketing teams.

  • Conduct QBR’s (Quarterly Business Reviews) with assigned partners and assist Oracle and partner management in monitoring progress towards joint strategic goals.

  • Provide feedback to channel peers and leadership regarding market intelligence, knowledge gaps and other insights to help improve integration with our partner community.

  • Build and maintain partner profile information and contact information, including logging calls and communications in CRM and other systems as appropriate.

  • Participate in face to face meetings with partners. Ability and willingness to travel up to 50% as appropriate.

  • Provide accurate and reliable forecasting (via Oracle systems) and overall business management

  • Persistent focus on partner success and satisfaction, resulting in high retention rates, referenceable accounts and positive brand awareness



Oracle is looking for a seasoned, Partner Alliance Manager to join our North America channel sales team. This individual must be a high energy, hands on, take charge leader with proven leadership skills. Additional characteristics include:

  • Experience as a Partner Alliance Manager or Channel Manager (preferably 5+ years)

  • A track record of consistent performance, working with regional and/or national channel resellers.

  • Proven experience driving substantial channel sales growth year over year.

  • The ability to effectively work across a large complex organization in a teaming environment.

  • Stellar presentation and interpersonal communication skills.

  • Strong “customer first” mindset.

  • Ability to create genuine relationships through in person and virtual meetings, phone and email.

  • Ability to craft and implement new go-to-market models, strategies and tactics critical.

  • Must have intellectual curiosity, humility, accountability and a positive approach.

  • Ability to prioritize and complete multiple, complex tasks with little or no supervision.

  • Effective problem-solving capabilities.

  • Collaborative and team-oriented attitude.


  • A strong focus on ownership and execution. A channel professional with the appropriate level of drive and “toughness” to effectively manage in a fast-paced and, at times, ambiguous environment, ensuring results and deadlines are achieved.

  • A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought.

  • An enthusiastic, high-energy and motivating professional who is visibly passionate and is capable of inspiring our partners and their sales teams.

  • Focuses on actions and outcomes; driven to overachieve.

  • An exceptional communicator who can write, present and effectively adjust messages to meet individual audiences and organizations.


A Bachelors’ degree is preferred. An advanced degree is a plus.

Range and benefit information provided in this posting are specific to the stated location(s)

New York City Pay Range: from $110,000 to $223,800 per annum; eligible for commission and equity.

Colorado Pay Range: from $124,300 to $223,800 per annum; eligible for commission and equity.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience and market conditions, as well as reflect Oracle’s differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle offers a comprehensive benefits package which includes the following:

  1. Medical, dental, and vision insurance, including expert medical opinion

  2. Short term disability and long term disability

  3. Life insurance and AD&D

  4. Supplemental life insurance (Employee/Spouse/Child)

  5. Health care and dependent care Flexible Spending Accounts

  6. Pre-tax commuter and parking benefits

  7. 401(k) Savings and Investment Plan with company match

  8. Flexible paid time off (unlimited or accrued vacation and sick leave)

  9. Paid parental leave

  10. Employee Stock Purchase Plan

  11. Adoption assistance

  12. Financial planning and group legal

  13. Voluntary benefits including auto, homeowner and pet insurance

About Us

As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.

When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.

We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first with flexible medical, life insurance and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you would like accessibility assistance or accommodation for a disability at any point, let us know at +1.888.404.2494, Option 1.


Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Oracle is an 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 and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer