Database Partnerships Strategy Lead
Location: Bay Area Highly Preferred
Travel: 10%
No visa sponsorship is available for this position.
About the Role We are seeking a strategic and results-driven professional to lead Oracle’s partnership program with Independent Software Vendors (ISVs) and Systems Integrators (SIs) across Oracle Database Cloud Services. This role focuses on defining and executing a global partner-led growth strategy to accelerate cloud adoption, expand market reach, and maximize the value delivered by ecosystem partners. This is a high-impact individual contributor role with responsibility for driving strategy, building relationships, and executing initiatives that deliver measurable outcomes.
What You’ll Do
- Own and define the global ISV and SI partner strategy for Oracle Database, aligned with business unit growth priorities.
- Identify, recruit, and develop high-value strategic partnerships that support adoption of Oracle Autonomous AI Database, Oracle Exadata Cloud, and related services.
- Manage relationships with Tier 1 and emerging partners, aligning on business objectives, investments, and joint go-to-market initiatives.
- Negotiate partnership agreements, co-sell arrangements, and joint development initiatives.
- Collaborate cross-functionally with Product, Sales, Marketing, Alliances & Channels, and Legal teams to advance partner objectives.
- Develop joint go-to-market programs, including solution bundling, technical enablement, co-marketing, and co-sell motions.
- Monitor competitive cloud database ecosystems (AWS, Azure, GCP) to identify partnership opportunities, trends, and best practices.
- Represent Oracle at industry events, partner conferences, and briefings.
What You’ll Bring
- 15+ years of experience in business development, strategic alliances, or partner management in enterprise software, cloud infrastructure, or data platforms.
- 5+ years managing ISV and/or SI partner relationships at a senior level.
- Proven ability to structure and close complex, high-value partnerships that drive revenue and pipeline growth.
- Deep knowledge of the cloud database, analytics, and data infrastructure ecosystem, including ISV software categories (database, analytics, AI/ML, enterprise applications) and SI capabilities (cloud migration, managed services, transformation).
- Strong communication and influencing skills, able to work with stakeholders across levels, functions, and regions.
- Comfortable driving strategy while executing initiatives directly.
- Preferred: familiarity with Oracle technologies (Autonomous Database, Oracle Exadata, Oracle Cloud Infrastructure) and relationships with global SIs or database-adjacent ISVs.
Competencies
- Strategic Execution & Drive: Deliver results while maintaining accountability.
- Collaboration: Align cross-functional initiatives with business goals.
- Influence & Communication: Clearly communicate objectives and gain buy-in.
- Change Agility: Adapt to market shifts and evolving priorities.
- Problem Solving: Navigate complex challenges and encourage accountability.
Education
- MBA or equivalent advanced degree preferred.
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Disclaimer:
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range in USD from: $115,400 to $251,600 per annum. May be eligible for bonus, equity, and compensation deferral.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
- Medical, dental, and vision insurance, including expert medical opinion
- Short term disability and long term disability
- Life insurance and AD&D
- Supplemental life insurance (Employee/Spouse/Child)
- Health care and dependent care Flexible Spending Accounts
- Pre-tax commuter and parking benefits
- 401(k) Savings and Investment Plan with company match
- Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
- 11 paid holidays
- Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
- Paid parental leave
- Adoption assistance
- Employee Stock Purchase Plan
- Financial planning and group legal
- Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
Career Level - IC5