Senior Director, Oracle Alliance

RingCentral•Belmont, CA

2d•$305,000 - $370,000•Hybrid

About The Position

RingCentral is seeking a Senior Director, Oracle Alliance to manage the strategic relationship with Oracle, a high-priority enterprise partnership. This role involves end-to-end accountability for executive relations, business development, offer strategy, co-sell execution, partner enablement, and joint customer success. The position spans three key pillars: OCI infrastructure alignment, Oracle Fusion ERP & CX modernization, and the joint UCaaS/CCaaS go-to-market strategy targeting Oracle's enterprise customer base. RingCentral is a $2 billion annual revenue company with significant growth in UCaaS, Contact Center, and AI, investing heavily in AI-enabled technology like their proprietary RingSense AI solution.

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, serving as RingCentral's senior point of contact for strategic Oracle interactions.
Design and lead a structured executive engagement cadence (QBRs, exec sponsor meetings, steering committees) and negotiate strategic designations (strategic supplier, Diamond tier) to foster internal Oracle 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, owning 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, driving joint solution development for Healthcare, FSI, Retail, and Hospitality verticals.
Own RingCentral's Oracle Marketplace presence and co-sell motion, including negotiating listing terms, designing a committed warm-introduction program, and establishing joint RFP inclusion protocols with Oracle's field sales organization.
Build and operate partner and field enablement programs for Oracle's sales teams and SI ecosystem, including joint solution training, certification tracks, and technical readiness assets for Fusion CX/EX integrations.
Drive cross-functional interlock (Product, Engineering, Sales, Marketing, Finance, Legal, CS) to ensure the partnership is resourced and on-track, chairing working groups across CloudOps, Fusion implementation, and GTM tracks.
Establish joint pipeline governance, funnel tracking, and revenue attribution, championing joint customer success outcomes to inform offer strategy, expand at-risk accounts, and build referenceable implementations.
Lead and develop the Oracle Alliance team, serving 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