ISV Strategic Partnerships Director, Strategic Partners Group (REMOTE) at Oracle

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Title: Strategic Partnerships Director, Strategic Partners Group

Location: telecommuting / remote from within the US

Are you looking for an opportunity to drive significant impacts in one of the big bet areas of Oracle? From advancing energy efficiency to reimaging online commerce, the work we do at Oracle is not only redefining the world of business - it's helping advance governments, power nonprofits, and giving billions of people the tools they need to innovate.

We are agents of change. Imagine being a part of an innovative learning environment where you can enhance your expertise, further develop your capabilities; and make a difference in the world! With Oracle's industry-leading cloud technologies, you will have the opportunity to lead the development of highly impactful customer solutions with a valuable and growing set of partners.

This role offers an exceptional opportunity to deliver corporate-level global leadership for highly strategic growth opportunities and includes strategy formulation, new business models, licensing arrangements, and ecosystem development. This organization is a leader in Oracle's transformation and is responsible for identifying and executing on innovative solutions for partners and customers globally, across all products and for high-growth industries.


This role will play a leading role in driving successful partner ecosystem development with the Independent Software Vendor ("ISV") community. The position reports to the Vice President of Technology ISV Strategic Partnerships.

You will work with internal partners to set and execute on a strategic partnership strategy for ISVs. You will also negotiate other important partnership and license agreements with partners where Oracle is either the consumer or provider of intellectual property. Where scalable programmatic approaches help achieve objectives, this position will have a hand in developing programs and repeatable approaches.

Essential Duties and Responsibilities:

Partnership and Ecosystem Strategy Development:
  • Researches technology, industry, customer, and competitive trends and effectively utilizes to find opportunities to build value through strategic partnerships. Identifies industry trends including emerging customer needs, competitive and market dynamics, product and technology trends, go-to-market approaches, and emerging technologies.
  • Through a strong learning environment, collaborates with teammates and partners across Oracle (engineering, marketing, sales, customer success, finance, legal and other key functions) in the formulation of partnership strategies to close high-priority product, business, technology or geographic gaps, and identifies areas where partnerships can effectively extend Oracle technologies to deliver end-to-end solutions for our customers. Identifies go-to-market approaches that set Oracle and our partners up for business success.
  • Utilizes emerging data sources to deliver insights that support decisions and provides input into the most effective ways to understand value drivers, architect partnerships and design ecosystems for maximum customer and business impact.
  • Identifies where partner programs or programmatic approaches can deliver benefits across a range of partnerships. Participates in the development of partner programs where programs increase the effectiveness or efficiency of Oracle's collaboration with its ecosystem partners.
  • Brings lessons and insights to influence Oracle product roadmaps and go-to-market approaches with and through partners.

Transaction Execution:
  • Develops business cases with clear value drivers for partnerships and creatively structures partnerships to achieve business objectives. Identifies potential outcomes and risks.
  • Develops a deep understanding of the partner's strategy, business, operations and needs in a way that helps identify the optimal ways to construct the partnership for maximum impact and successful execution.
  • Develops and leads negotiation strategy, options and scenarios with partners. Grows a positive relationship with partners to set the partnership up for long-term success.
  • Communicates with all partners at all stages of the deal process to secure agreement and approvals. Drives deals to closure while maintaining a willingness to walk away from deals which do not meet business objectives or introduce an unacceptable risk.

Deal Management and Partnership Governance:
  • Monitors deal performance and track efficacy relative to expectations post-close. Maintain ongoing relationship with partners to ensure compliance and commitments are fulfilled.
  • Develops partnership-specific success metrics and execute on post-signing governance to deliver the expected business value of the partnership.
  • Identifies approaches to grow the impact of the partnership, gathers findings and insights, and raises as needed with partner and Oracle leadership.

External Relationships:
  • Grows and uses a network of relationships across the industry with partners, potential partners, acquisition targets, competitors, investors, and leaders with vision.

Experience Profile:

  • Brings structure, creativity, and intellectual power to evaluating ambiguous business opportunities and challenges
  • Passion for product, technology, and creating phenomenal end-to-end customer experiences
  • Business strategy and market development experience with analytical and business modeling skills
  • Exploring a wide range of possible effective partnering approaches
  • Passion for bringing a growth mentality to develop a high-performance team. Achieving our potential is a team effort and a passion for contributing to the success of others and maximizing the knowledge of others are important elements of success
  • Leading cross-disciplinary virtual teams and driving initiatives, projects and partnerships from creation to implementation; project management experience
  • Ability to communicate and influence at all levels and across a variety of functions
  • Key interpersonal traits: intellectual curiosity, collaboration, creativity, adaptability, unquestionable ethics and integrity, bias towards data-based decision making, and a willingness to advocate for calculated risks
  • 12+ years of business experience in technology, with relevant experience in structuring, influencing/negotiating, and leading complex partnerships and/or acquisitions
  • Experience and subject matter expertise in cloud services and/or working with ecosystem partners in the cloud infrastructure, data, AI and machine learning, security, and middleware services are positives but not requirements for this role
  • Open to up to 30% travel
  • We invest in our people through a deliberate approach of aligning career goals and growth areas with projects, mentoring, and training.
  • We're outstandingly diverse - our workforce has many underrepresented groups and people of all ages - creating innovative teams.
  • We have fantastic benefits, ranging from insurance (medical, dental, and vision) to 401k matching to an Employee Stock Purchase Program.

About Us
Diversity and Inclusion:

An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.

In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.

Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.

At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.

That's why we're committed to creating a workforce where all individuals can do their best work. It's when everyone's voice is heard and valued that we're inspired to go beyond what's been done before.


Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans' status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

* Which includes being a United States Affirmative Action Employer
More Information on Oracle
Oracle operates in the Information Technology industry. The company is located in Austin, TX, Broomfield, CO, San Diego, CA, Redwood City, CA, Redwood Shore, CA, Santa Clara, CA, Atlanta, GA, Chicago, IL and Raleigh, NC. Oracle was founded in 1977. It has 211840 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 49 open jobs at Oracle, click here.
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