Database Partnerships Strategy Lead - Bay Area

Oracle

About The Position

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.

Requirements

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.

Nice To Haves

familiarity with Oracle technologies (Autonomous Database, Oracle Exadata, Oracle Cloud Infrastructure) and relationships with global SIs or database-adjacent ISVs.

Responsibilities

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.