Database Partnerships Strategy Lead

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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