Senior Director, Oracle Alliance

RingCentral•Belmont, CA

About The Position

RingCentral is seeking a Senior Director, Oracle Alliance to manage the strategic relationship with Oracle. This role is responsible for executive relations, business development, offer strategy, co-sell execution, partner enablement, and joint customer success across Oracle's infrastructure, ERP & CX modernization, and UCaaS/CCaaS go-to-market initiatives. The position involves driving the partnership strategy, financial models, and identifying new opportunities within specific verticals and through channel expansion. It also includes managing RingCentral's Oracle Marketplace presence, developing enablement programs for Oracle's sales teams and SI ecosystem, and ensuring cross-functional alignment within RingCentral to support the partnership. The role also entails leading the Oracle Alliance team and serving as the internal subject-matter expert on the Oracle ecosystem.

Requirements

12+ years in strategic alliances or business development.
7+ years of specific focus on the Oracle ecosystem (Fusion ERP/CX, OCI, or Oracle vertical programs) with demonstrated, quantifiable outcomes.
Proven track record closing and managing complex multi-party alliance agreements at SVP/C-level, including marketplace commercial models, joint GTM investment structures, and co-sell frameworks.
Deep understanding of UCaaS, CCaaS, and CX/EX technology and the ability to articulate integrated value propositions within Oracle Fusion CX and adjacent application environments.
Executive presence and cross-functional influence — demonstrated ability to mobilize Product, Engineering, Marketing, Sales, and Finance resources without direct organizational authority.

Nice To Haves

Prior employment at Oracle, a major Oracle-focused SI (Deloitte, Accenture, PwC, Capgemini, Infosys), or a technology ISV with a significant Oracle Fusion/CX co-sell motion.
Hands-on SI/GSI channel experience within Oracle: training, enablement, deal registration, and co-implementation programs.
Exposure to AI, LLM, or intelligent automation platforms applied to enterprise CX/EX orchestration, ERP/CRM augmentation, or Oracle AI/generative AI roadmap initiatives.
Experience with cloud marketplace commercialization and securing preferred partner/Diamond-tier designations that generate measurable field co-selling activity.
Bachelor’s degree or equivalent military and/or work experience.

Responsibilities

Own and develop SVP/C-level relationships at Oracle across Commercial Cloud Applications, Fusion, OCI, and the Partner Organization.
Design and lead a structured executive engagement cadence, including QBRs, exec sponsor meetings, and steering committees.
Negotiate strategic designations with Oracle to ensure internal advocacy and co-sell inclusion.
Define and execute RingCentral's multi-pillar Oracle partnership strategy, including commercial negotiations, marketplace fee structures, and co-investment frameworks.
Own the financial model linking partnership investments to measurable pipeline and revenue.
Identify and advance incremental opportunities across Oracle Fusion CX/EX integration, Oracle SI/ISV channel expansion, and AI/automation co-innovation.
Drive joint solution development for Healthcare, FSI, Retail, and Hospitality verticals.
Own RingCentral's Oracle Marketplace presence and co-sell motion, including listing terms, warm-introduction programs, and joint RFP inclusion protocols.
Build and operate partner and field enablement programs for Oracle's sales teams and SI ecosystem.
Drive cross-functional interlock with Product, Engineering, Sales, Marketing, Finance, Legal, and CS to ensure partnership alignment and resourcing.
Chair working groups across CloudOps, Fusion implementation, and GTM tracks.
Establish joint pipeline governance, funnel tracking, and revenue attribution.
Champion joint customer success outcomes to inform offer strategy, expand at-risk accounts, and build referenceable implementations.
Lead and develop the Oracle Alliance team.
Serve as RingCentral's internal Oracle subject-matter expert, educating the exec team and product roadmap on Oracle ecosystem dynamics and partnership priorities.

Benefits

Comprehensive medical, dental, vision, disability, life insurance
Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits
Voluntary supplemental health coverage and life insurance
401K match and ESPP
Paid time off and paid sick leave
Paid parental and pregnancy leave
Family-forming benefits (IVF, Preservation, Adoption etc.)
Emergency backup care (Child/Adult/Pets)
Employee Assistance Program (EAP) with counseling sessions available 24/7
Free legal services that provide legal advice, document creation and estate planning
Employee bonus referral program
Student loan refinancing assistance
Employee 1:1 coaching, perks and discounts program