Senior Director, Oracle Alliance

Senior Director, Oracle Alliance

Own the full scope of our strategic relationship with Oracle — one of our highest-priority enterprise partnerships. This is a managing director seat with end-to-end accountability across executive relations, business development, offer strategy, co-sell execution, partner enablement, and joint customer success. The role spans all three partnership pillars: OCI infrastructure alignment, Oracle Fusion ERP & CX modernization, and the joint UCaaS/CCaaS go-to-market motion across Oracle's enterprise customer base.

• Own and develop SVP/C-level relationships at Oracle across Commercial Cloud Applications, Fusion, OCI, and the Partner Organization; serve as Ring Central's senior point of contact for all 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) that translate into internal Oracle advocacy and co-sell inclusion.

• Define and execute Ring Central'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 Ring Central's Oracle Marketplace presence and co-sell motion: negotiate listing terms, design a committed warm-introduction program, and establish 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; chair working groups across Cloud Ops, 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 Ring Central's internal Oracle subject-matter expert, educating the exec team and product roadmap on Oracle ecosystem dynamics and partnership priorities.

• 12+ years in strategic alliances or business development, with 7+ years of specific focus on the Oracle ecosystem (Fusion ERP/CX, OCI, or Oracle vertical programs) and 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.

• 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…