Melanie Dickson-Smith
Public Sector Channel Sales Manager @Oracle
Signup · Get unlimited contacts
WORK HISTORY
Public Sector Channel Sales Manager @Oracle
Mississauga, ON, CA
In July 2020, my territory changed from Public Sector Alliance Director for Cloud and Tech in Canada to US State and Local East, working with Oracle’s Hardware and Engineered Systems channel partners/resellers. I am responsible for developing relationships with existing channel partners/resellers and their sales organizations in order to grow revenue, as well as bring in new partners. I am working with the partners to understand their businesses, customers and competitors. I\'m facilitating joint selling between channel partners and direct sales team, developing incremental pipeline and closing business through solution selling. It’s an ongoing process to educate the channel partners on Oracle offerings, including Cloud@Customer, and the Modernized Oracle Partner Network tracks and enable their sales and marketing teams through training programs and marketing campaigns to sell those offerings to their customers. I am excited to be in the territory and developing our business.
EDUCATION
York University
Bachelor of Fine Arts (B.F.A.) Theatre, Coursework
Royal Conservatory of Music, Toronto
Intermediate Piano Pedagogy Certificate
ABOUT MELANIE DICKSON-SMITH
During my 20 years of strategic deals and sales leadership for high-tech companies, I’ve established a reputation for driving award-winning sales results, optimizing profits, and strengthening customer acquisition. I have demonstrated expertise analyzing standard and non-standard contract structuring, while managing aggressive annual team deal volumes of up to 6,570 iterations. My current role is Public Sector Alliance Director for US State and Local East, working with Oracle’s Hardware and Engineered Systems channel partners/resellers. I\'m establishing new relationships with our channel partners, developing incremental pipeline and closing business through solution selling. As the M&A Deal Flow Lead, I worked with the acquisitions: Aconex, CrowdTwist, DataFox, goBalto, NetSuite/Bronto, Vocado. It was a pleasure for me to train the incoming sales teams on Oracle\'s business processes at each stage of acquisition, as well as facilitate their deal flow processes and assist with closing the deals in their pipelines. I supported the Canadian Public Sector Applications, Cloud and Tech Sales Team\'s business for over 2 years and ensured that the deal structures were compliant and enabled major deal wins. I supported the North American Commercial Application Sales Team’s achievement of aggressive revenue targets for 2 consecutive years, while ensuring the Deal Team’s strict adherence to KPIs (review/approval turnaround time). Additionally, I’ve been instrumental in the integration of the sale of Cloud products and services with traditional on-premises deals. One of the pillars of my success has been my masterful ability to foster solid relationships with key customers. I’ve established a strong reputation for rehabilitating faltering relationships and reigniting stalled contract negotiations to a favourable close. Additionally, I have a proven record of cultivating and motivating high-performance sales and deal strategy teams, through hands-on support, consistent mentoring, and effective training. I have coordinated and facilitated national training conferences and product demonstration events for up to 400 people. I enjoy connecting with like-minded high-tech sales professionals, so please contact me here or by email at: m••••••••@hotmail.com. Specialties: Sales & Marketing, Complex Deal Structuring, Team Leadership, Talent Development, Training Facilitation, Business Processes, Sales Cycle, and Sales Strategy.
This profile is compiled from publicly available professional sources. Unifers is not affiliated with or endorsed by LinkedIn. Request removal of this profile.