Business Development Representative
Apps Associates
Job Title
Drive new business growth as a true hunter—building a strong pipeline, forging high-value partner relationships, and consistently exceeding quota. Lead strategic, solution-driven engagements that transform customers through data, cloud modernization, and enterprise innovation. Champion the Apps Associates value proposition with our OneOracle+AI approach, a unified strategy that integrates Oracle applications, infrastructure, data, and AI to fuel continuous transformation. Strengthen and expand critical partnerships—including Oracle and Amazon Web Services—while driving mutual growth and amplifying our impact across the Oracle and multi-cloud ecosystem.
What you'll do
- New logo acquisition: Build and run a territory; prospect, qualify, and progress opportunities to closed-won for managed services, and cloud migrations.
- Co-sell & channel orchestration: Align with our partner field, solution engineering, and partner teams; drive joint plays, events, and referrals; maintain accurate partner hygiene.
- Complex deal leadership: Lead pursuits end-to-end—discovery, value hypothesis, solution shaping with delivery/architects, SOW/commercials, MSAs, and negotiation to signature.
- Value storytelling: Quantify business cases (TCO/ROI), position managed services and transformation roadmaps across OCI/AWS/Azure.
- Forecasting & rigor: Maintain a clean pipeline in Salesforce, deliver accurate forecasts, and run disciplined MEDDPICC qualification. Aligning with internal pre-sales engineers and delivery to ensure quality and solution viability.
- Executive influence: Build C-suite relationships (CIO, CFO, Ops) and translate strategy into phased roadmaps.
What you've done
- 10+ years in new-business sales or business development for Oracle on-premise applications (implementations, migrations, managed services), with cloud infrastructure experience on some of the major hyperscalers (OCI, AWS and Microsoft Azure)
- Proven quota attainment, demonstrating a solid track record of migration and managed services bookings.
- Cloud go-to-market: Experience packaging and selling Oracle workloads on OCI; familiarity with AWS and Azure co-sell mechanics and marketplace motions would also be advantageous.
- Channel DNA: History of co-selling primarily with Oracle field teams, driving meaningful relationships within those teams.
- Cultivated relationships with partner Leaders and sellers, cloud specialists, and partner managers. Primarily, these relationships would be with OCI and secondarily with AWS/Microsoft Azure.
- Comfortable leading cross-functional pursuit teams (solutions, delivery, legal, finance) and negotiating MSAs/SOWs.
Job Info
- Job Identification 1466
- Degree Level Bachelor's Degree
- Job Schedule Full time
- Locations US_Acton_Massachusetts
Vacancy posted 5 days ago
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