Oracle 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. Responsibilities Drive indirect sales of ORACLE Communications Network solutions to enterprise customers and key service providers across Australia, New Zealand, and New Caledonia. Lead all channels and alliances engagement strategy for the ANZ region to generate defined business targets 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 solutions 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. Qualifications Career Level – IC4 About Us As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s challenges. We’ve partnered with industry‑leaders in almost every sector— and continue to thrive after 40+ years of change by operating with integrity. We know that true innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing an inclusive workforce that promotes opportunities for all. Oracle careers open the door to global opportunities where work‑life balance flourishes. We offer competitive benefits based on parity and consistency and support our people 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 require accessibility assistance or accommodation for a disability at any point, let us know by emailing accommodation‑ or by calling +1 888 404 2494 in the United States. 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. #J-18808-Ljbffr