Channel Sales Manager (Oracle)

The Channel Sales Manager is responsible for owning and expanding strategic relationships with a select group of Technology and Systems Integrator (SI) partners, with a primary focus on Oracle and the Oracle Partner Network (OPN).

This role carries a revenue quota and is accountable for driving pipeline, influencing Oracle-led implementations, and executing joint go-to-market strategies that accelerate Vertex growth across enterprise and mid-market segments. The Channel Sales Manager serves as the Vertex subject matter expert within partner organizations, engaging Sales, Pre-Sales, Marketing, and Executive Leadership.

Key Responsibilities:

• Drive new partner-sourced leads and manage opportunities through closure in collaboration with Vertex Sales Development, and grow Vertex revenue through strategic channel and alliance partnerships within the Oracle ecosystem
• Influence Oracle-based implementations by positioning Vertex solutions for enterprise and mid-market customers
• Execute partner capacity planning, including recruitment of targeted partners aligned to market needs
• Lead joint business planning with strategic partners and conduct Quarterly Business Reviews (QBRs)
• Manage the full partner lifecycle: enablement, engagement, demand generation, services, support, and retention
• Own pipeline management, forecasting accuracy, and quota attainment
• Partner cross-functionally within Vertex to align on partner objectives, metrics, and execution
• Represent Vertex at industry, partner, and user group events
• Travel up to 20–30% as required

Required Qualifications:

• Proven track record of consistently achieving or exceeding revenue quotas, 8+ years of experience managing revenue targets and strategic channel partnerships within the Oracle partner ecosystem
• Demonstrated success in consultative sales, business development, and complex deal negotiation
• Strong ability to build and scale strategic alliances across sales, pre-sales, marketing, and executive stakeholders
• Significant knowledge of Oracle technologies, offerings, and partner models
• Experience working effectively in a matrixed, cross-functional organization
• Excellent communication, presentation, and interpersonal skills
• Strong organizational, forecasting, and pipeline management capabilities
• Bachelor’s degree required

Preferred Qualifications:

• Experience selling enterprise or mid-market software solutions through SI and technology partners
• Knowledge of the tax software or compliance technology industry
• Demonstrated success executing joint go-to-market and partner enablement strategies
• Experience managing executive-level relationships within Oracle and OPN partners
• Ability to thrive in a fast-paced, high-growth SaaS environment
• An equivalent combination of education, training, and relevant professional experience in lieu of a formal degree

OTHER QUALIFICATIONS:

• The Winning Way behaviors that all Vertex employees need to meet the expectations of each other, our customers, and our partners.
• Communicate with Clarity - Be clear, concise, and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context; if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.