ROBERT SMOLEN

Captain
DISC Type : DS

Director, Channel Sales at Oracle

McKinney, Texas, United States

Overview

Robert is a channel and business development executive with over 30 years of experience, specializing in driving growth within the enterprise and public sectors. With a background at Oracle and Ribbon Communications, he excels at building partner ecosystems and simplifying complex sales motions. Colleagues describe him as strategic, client-focused, and collaborative.

He demonstrates a keen interest in how high-performance teams in different fields, like NASAs Mission Control, operate and applies these observations to business environments. His focus is on how data and technology can drive smarter decisions and stronger outcomes, whether in space exploration or city management.

He draws inspiration for business leadership by analyzing the live operational data from NASA space missions.

Personality Overview

Dynamic But Sincere

Output-Driven

Decisive But Calm

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Public Sector Tech
His recent activity highlights modernizing government agencies and cities, such as the US Air Force and Miami, with cloud infrastructure and AI-enabled platforms.
Applied AI
He consistently shares updates on Oracle's newest AI innovations, including agentic AI and its role in creating smarter, data-driven operations for customers.
Channel Partnerships
His career is built on creating revenue through partner relationships, particularly in complex federal and enterprise technology environments.

Media Appearances

ROBERT has no verified media appearances

Work History

11-2021
Director, Channel Sales at Oracle
11-2021
Channel Sales Director at Oracle
3-2019 - 11-2021
Sr. Federal Markets BusDev Channel Director at Ribbon Communications
1-2018 - 3-2019
Regional VP - Partner Channel at vXchnge
10-2014 - 11-2021
Federal Channel Director at Ribbon Communications

Education

1996 - 2000
Bachelor of Science; BS from Saint Elizabeth University

More Information

Social Presence :

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Exp : 28 Location : McKinney, Texas, United States Job Level : Mid-senior Designation : Director, Channel Sales at Oracle
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Insights For Selling To ROBERT

During A Call Or A Meeting

DO's

  • During followups, use phone or text if needed, they should be fine
  • Use phrases like 'your team deserves', 'best in class' etc.
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with ROBERT is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from ROBERT

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will ROBERT move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can ROBERT take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And ROBERT

Personality Compatibility


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