Communications Channel Sales Manager – JAPAC

The Oracle Communications Global Industry Unit (CGIU) is seeking a high-performing Channel Sales Manager (Individual Contributor) to drive growth of Oracle's Networking Solutions business across Australia, New Zealand, New Caledonia.In this pivotal role, you will be responsible for developing and closing Indirect business with leading Communications Service Providers (CSPs) and enterprise customers, while managing and expanding new and existing strategic relationships. You will play a critical role in positioning Oracle's industry-leading Network Solutions portfolio – including Multi-Generational Signaling and Policy Solutions (3G/4G/5G) for CSPs and Session Border Controllers for Enterprises and Service Providers - to meet the evolving needs of customers in a highly competitive region. 

This role requires a results-driven sales professional with deep telecom domain expertise, skilled in driving partner-led sales across CSPs and Enterprise customers, through High-touch collaborative, value-oriented engagement, and disciplined sales execution within a multi-country territory.

You will report to the Head of Channel Sales – JAPAC, CGIU, who leads Oracle Communications' Networking Solutions business across the region for Indirect business and managed service providers.

Required Qualifications & Experience

• Bachelor's degree in engineering, Computer Science, Telecommunications, Business, or related field (advanced degree preferred).
• 10+ years of direct sales experience in the telecommunications or networking domain, with a consistent track record of meeting or exceeding annual revenue targets.
• Proven experience selling to service providers and large enterprises across ANZ , with a strong understanding of local market dynamics and customer landscapes.
• Deep business and technical acumen, with the ability to connect technology capabilities to customer business drivers, transformation priorities, and strategic outcomes.
• Experience leading customer engagements through channel partners including C-level discussions, technology presentations, solution workshops, and commercial negotiations.
• Strong experience engaging with end customers and partners within the Unified Communications, Contact Centre, and broader telecom network domains.
• Understanding of the ANZ market leading Enterprise customers, Service providers & partner network including Resellers & distributors in the Voice communications domain
• Expertise in networking technologies, including Voice Communications infrastructure, Signaling/Control Plane (3G/LTE/5G SA-NSA), Session Delivery for CCaaS/UCaaS/ SIP trunking including Session Border Controllers (SBC) for Access, Interconnect, IMS/VoLTE.
• Collaborative mindset and adaptability to work effectively with presales, alliance & channels, sales operations, product management and marketing in a matrixed team environment.
• Outstanding presentation, communication, and consultative selling skills, with the credibility to influence senior stakeholders.
• Adaptive to work in a team environment with presales, Sales account Managers, ISR's and backend Sales operations.
• Willingness to travel extensively across the assigned territory as required. 

Key Responsibilities:

• Drive Indirect sales of ORACLE Communications Network solutions to Enterprise customers and key service providers across Australia, New Zealand, and New Caledonia region.
• Lead all Channels and Alliances Engagement strategy for the ANZ region to generate defined business Target for Indirect business.
• Execute business plan and strategy to generate sell through business with key / leading Service providers in the region.
• Execute Engagement plan and strategy for engagements with key System Integrators, Resellers and Distributors in the Voice Communications domain to achieve defined target for partner generated business.
• Lead engagements with key enterprise customers and establish joint working model with partners to generate business revenue growth from new and existing customer install base. 
• Collaborate closely with Presales, Sales Consulting, Product management & marketing to develop tailored solutions, presentations, and Techno commercial value proposition to support joint sales motions with the key partners.
• Identify new business opportunities with partners, develop plans for how Oracle can leverage these and gain agreement with requisite stakeholders on execution.
• Identify expansion opportunities within existing accounts through cross sell and upsell of advanced solution with collaborative value proposition offered by ORACLE. 
• Co-ordinate with Other ORACLE lines of business to leverage synergies, identify joint opportunities within ORACLE install base, Cloud infrastructure & advanced applications to maximize business value to end customers.
• Maintain deep understanding of Oracle Communications products, Competitors, Industry landscape, ensuring ability to articulate technical and commercial differentiation.
• Provide accurate pipeline forecasts and sales reporting to regional leadership maintaining complete compliance with ORACLE internal governance and business conduct standards. 

Career Level - IC4