Job description

• Own and scale strategic platform partnerships. Drive day-to-day partnership strategy and execution across priority partners — AI model providers, security vendors, and platform services — aligning internal roadmaps and delivering outcomes that matter to both Oracle and its partners. • Lead deal execution end-to-end. Drive commercial negotiations from partner evaluation through launch, expansion, and renewal, including product integrations, Private Offer structuring, UCM treatment, revenue share mechanics, and contractual terms. • Operate as a cross-functional driver. Coordinate across Product, Engineering, Legal, Finance, Sales, and GTM to launch and optimize partnership initiatives. Keep workstreams moving and hold internal and external stakeholders accountable to commitments. • Serve as the internal advocate for partners. Represent partner goals and perspectives inside Oracle, applying thoughtful pushback on roadmap tradeoffs and ensuring partner needs are reflected in product decisions. • Define and track success metrics. Establish clear KPIs for each partnership — adoption, bookings, revenue, usage, partner satisfaction — and communicate performance, risks, and opportunities clearly to senior stakeholders. • Run partner operating cadences. Establish and manage structured working rhythms with partners: business reviews, joint planning sessions, issue escalation, and executive alignment. • Build durable partner relationships. Serve as the primary point of contact for partner counterparts. Build trust, identify new collaboration opportunities, and represent OCI credibly at senior levels inside partner organizations. • Scale. Help define and refine the standardized commercial framework — contract templates, onboarding playbooks, compensation models, UCM mechanics — that enables Oracle to scale partnerships efficiently across AI, security, and SaaS categories. • 8+ years of experience in business development, or product partnerships in the technology industry, with at least 3 years in a senior or principal individual contributor capacity. • Proven track record leading or materially supporting complex strategic partnerships, including technical and product integrations with large platform partners. • Strong cross-functional operator with experience working closely with product, engineering, legal, finance, and sales teams to drive high-stakes initiatives to completion. • Experience in or adjacent to AI, cloud infrastructure, security, or enterprise SaaS — with a clear understanding of how platform partners go to market through hyperscalers. • Skilled relationship builder with clear, effective communication across partner organizations, internal stakeholders, and executive audiences. • Comfortable operating with independence in ambiguous, fast-moving environments where priorities evolve and creative problem-solving is required. • Experience at a high-growth technology company, hyperscaler, or enterprise software organization preferred. Disclaimer: Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements. Range and benefit information provided in this posting are specific to the stated locations only US: Hiring Range in USD from: $118,700 to $264,100 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: 1. Medical, dental, and vision insurance, including expert medical opinion 2. Short term disability and long term disability 3. Life insurance and AD&D 4. Supplemental life insurance (Employee/Spouse/Child) 5. Health care and dependent care Flexible Spending Accounts 6. Pre-tax commuter and parking benefits 7. 401(k) Savings and Investment Plan with company match 8. 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. 9. 11 paid holidays 10. 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. 11. Paid parental leave 12. Adoption assistance 13. Employee Stock Purchase Plan 14. Financial planning and group legal 15. 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 Oracle Cloud Infrastructure is building the commercial and product foundation that enables the world's leading AI providers, security vendors, SaaS companies, and platform services to transact through OCI and reach Oracle's global enterprise customer base. The Product Partnerships team shapes and executes all aspects of these collaborations — from initial commercial structure through long-term partner success. We move fast, operate with high autonomy, and work directly with the most strategic partners in the industry

Requirements

Must-haves

Serve as the internal advocate for partners. Represent partner goals and perspectives inside Oracle, applying thoughtful pushback on roadmap tradeoffs and ensuring partner needs are reflected in product decisions.
Run partner operating cadences. Establish and manage structured working rhythms with partners: business reviews, joint planning sessions, issue escalation, and executive alignment.
8+ years of experience in business development, or product partnerships in the technology industry, with at least 3 years in a senior or principal individual contributor capacity.
Proven track record leading or materially supporting complex strategic partnerships, including technical and product integrations with large platform partners.
Strong cross-functional operator with experience working closely with product, engineering, legal, finance, and sales teams to drive high-stakes initiatives to completion.
Experience in or adjacent to AI, cloud infrastructure, security, or enterprise SaaS — with a clear understanding of how platform partners go to market through hyperscalers.
Skilled relationship builder with clear, effective communication across partner organizations, internal stakeholders, and executive audiences.
Comfortable operating with independence in ambiguous, fast-moving environments where priorities evolve and creative problem-solving is required.

Nice-to-haves

Experience at a high-growth technology company, hyperscaler, or enterprise software organization preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: oracle-cloud
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave