Enterprise software vendor, Oracle, has hired its third channel and alliances director for Australia in two years.
Norman Weaver has been appointed to the position, replacing Leigh Warren, who has taken a “sabbatical” from the vendor and will return to a new role with Oracle in March.
Warren had just completed his first 12 months managing Oracle’s local channel after he replaced Lee Thompson in late 2002, who in turn had replaced Mitchell Chapman in late 2001.
Weaver describes himself as an “old-timer” Oracle employee, with more than 13 years experience with the vendor.
He started his career with Oracle in the UK, where he worked as an account manager during the deregulation of the British telecommunications market.
Weaver was transferred to Australia during when telecommunications were deregulated in 1997 to work a similar role, before becoming New South Wales sales manager, strategic alliance director (IBM account) and, now, channels and alliance director.
Weaver said his experience on both sides of the sales force (partner sales and direct sales) would prove invaluable to the vendor.
“Oracle is looking for a tight alignment between the direct sales force, consultants and the partner community,” he said. “Channel partners want to make sure that [Oracle] values and respect the leads that they bring to the table.”
In order to reduce channel conflict, the vendor recently implemented an automated lead generation/reporting system to be shared between the vendor and its business partners – where resellers can indicate what opportunities they are selling into or influencing.
Weaver said the system was already paying dividends.
For the full story, see next week's edition of ARN.