Job Description

Job Category: Sales
:
At Oracle NetSuite, we value integrity, collaboration, innovation, and a culture of winning. We invest deeply in developing our people and enabling them to succeed. If you want to help build a thriving partner ecosystem in one of the world's most dynamic regions, this role offers a unique opportunity for impact and growth.
The Channel Partner Manager - East Africa is responsible for developing NetSuite's partner ecosystem across the African continent. This role will identify, recruit, and grow high-potential partners to enable them to build sustainable NetSuite practices, while also working with existing partners to deliver monthly and quarterly target. Based in Dubai, you will support partners operating across multiple African markets, each with varying levels of digital maturity, market readiness, and growth potential.
This role requires strong influence and negotiation skills, cultural agility, extensive relationship-building skills, and the ability to adapt to the diverse commercial landscape across the continent of Africa.
Responsibilities:
Sales Execution & Pipeline Development

• Drive channel sales revenue with the newly recruited and existing channel partners assigned as part of the designated territory.
• Directly influence customers and drive license sales negotiation in accordance with partner joint closing plan for each opportunity
• Drive partner performance by setting KPIs, monitoring execution, and coaching partners toward predictable revenue outcomes.
• Lead regional sales initiatives and campaigns to increase new logo acquisition and expansion deals.
• Monitor pipeline development and improve win rates in diverse markets.
• Achieve monthly and quarterly channel revenue targets.
• Organize forecast and pipeline weekly and monthly reviews with all assigned partners to attain forecast accuracy.

Partner Recruitment & Ecosystem Expansion
Identify suitable prospect partners, sell the value of the NetSuite channel partner program, and recruit new channel partners based on the business needs, prioritizing high-growth and underserved markets.

• Build and maintain a partner landscape aligned with the regional GTM strategy.
• Assess market coverage gaps and implement plans to expand presence across African regions.

Business Planning & Partner Development

• Collaborate with partners to build quarterly and yearly business plans focusing on driving NetSuite channel business and revenue acceleration.
• Coordinate with partner enablement team on programs to drive partner competency based on regional maturity levels and partner capabilities.
• Connect channel partners to internal supporting functions to enhance partners knowledge on value proposition of NetSuite.

Relationship Management & Advocacy

• Build trusted advisor relationships with partner executives and leadership teams.
• Promote customer success stories and encourage partner-led references across the region.
• Foster long-term, strategic engagement with partners to increase market penetration.

Internal Collaboration

• Share best practices and collaborate with peer partner managers globally.
• Represent African partner needs internally to influence Oracle's SaaS strategy.

Requirements & Qualifications

• 5+ years in enterprise software sales, channel management, or alliances.

Language skills: very good knowledge of written and spoken English, Swahili language will be a plus.
Current Africa market knowledge for not less than 2 years of experience
Experience working with SaaS, ERP, CRM, or business applications.
Ability to operate effectively in emerging and fast-growing markets.
Strong communication, negotiation, and relationship-building skills.
Proven success creating and executing joint business plans with partners.
Business savvy with ability to build creditability at the C-Level.
Qualifications:
Career Level - IC3
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 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.

Skills Required