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Database Partnerships Strategy Lead - Bay Area
## About This Role Oracle is seeking a strategic and results-driven professional to lead the partnership program with Independent Software Vendors (ISVs) and Systems Integrators (SIs) across Oracle Database Cloud Services. This high-impact individual contributor position focuses on defining and executing a global partner-led growth strategy that accelerates cloud adoption, expands market reach, and maximizes the value delivered by ecosystem partners. You'll be responsible for driving strategy, building relationships, and executing initiatives that deliver measurable outcomes. ## What You'll Be Doing You'll own and define the global ISV and SI partner strategy for Oracle Database, ensuring alignment with business unit growth priorities. This includes identifying, recruiting, and developing high-value strategic partnerships that support adoption of Oracle Autonomous AI Database, Oracle Exadata Cloud, and related services. Relationship management is central to this role. You'll work with Tier 1 and emerging partners, aligning on business objectives, investments, and joint go-to-market initiatives. Negotiating partnership agreements, co-sell arrangements, and joint development initiatives will be part of your regular responsibilities. You'll also develop joint go-to-market programs, including solution bundling, technical enablement, co-marketing, and co-sell motions. Cross-functional collaboration is essential—you'll work closely with Product, Sales, Marketing, Alliances & Channels, and Legal teams to advance partner objectives. Staying ahead of the competitive landscape, you'll monitor cloud database ecosystems like AWS, Azure, and GCP to identify partnership opportunities, trends, and best practices. Additionally, you'll represent Oracle at industry events, partner conferences, and briefings. ## What We're Looking For You'll bring 15+ years of experience in business development, strategic alliances, or partner management in enterprise software, cloud infrastructure, or data platforms. More specifically, you need 5+ years managing ISV and/or SI partner relationships at a senior level. You've proven your 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 is essential. This includes understanding ISV software categories such as database, analytics, AI/ML, and enterprise applications, as well as SI capabilities in cloud migration, managed services, and transformation. You're a strong communicator and influencer who can work effectively with stakeholders across levels, functions, and regions. You're equally comfortable driving strategy while executing initiatives directly, without needing to delegate everything. Familiarity with Oracle technologies (Autonomous Database, Oracle Exadata, Oracle Cloud Infrastructure) and existing relationships with global SIs or database-adjacent ISVs are preferred. ## Key Competencies Success in this role requires strategic execution and drive—the ability to deliver results while maintaining accountability. You'll need strong collaboration skills to align cross-functional initiatives with business goals. Your influence and communication abilities should enable you to clearly communicate objectives and gain buy-in across the organization. Adaptability is crucial as you navigate market shifts and evolving priorities, and you should be comfortable problem-solving through complex challenges while encouraging accountability. ## Education An MBA or equivalent advanced degree is preferred for this position. ## Location and Travel The Bay Area is highly preferred for this role. You should be prepared for approximately 10% travel. Please note that no visa sponsorship is available for this position. ## Compensation and Benefits The hiring range for this position is $115,400 to $251,600 per annum in USD. You may be eligible for bonus, equity, and compensation deferral. Oracle maintains broad salary ranges to account for variations in knowledge, skills, experience, market conditions, and locations, as well as different products, industries, and lines of business. Candidates are typically placed into the range based on these factors and internal peer equity. Oracle US offers a comprehensive benefits package including medical, dental, and vision insurance with expert medical opinion, short-term and long-term disability coverage, and life insurance with AD&D. Supplemental life insurance is available for employees, spouses, and children. Health care and dependent care Flexible Spending Accounts help with pre-tax planning, along with pre-tax commuter and parking benefits. Retirement planning is supported through a 401(k) Savings and Investment Plan with company match. Paid time off includes flexible vacation for salaried employees, with accrual rates of 13 days annually for the first three years and 18 days annually thereafter for employees working 35+ hours per week. You'll also receive 11 paid holidays and 72 hours of paid sick leave upon hire, refreshing each calendar year with a maximum cap of 112 hours. Family-friendly benefits include paid parental leave and adoption assistance. The Employee Stock Purchase Plan, financial planning, and group legal services round out the offerings. Voluntary benefits such as auto, homeowner, and pet insurance are also available. Certain US customer or client-facing roles may be required to comply with applicable requirements such as immunization and occupational health mandates. Oracle is an Equal Employment Opportunity Employer and considers qualified applicants with diverse backgrounds, including those with arrest and conviction records pursuant to applicable law.
