Global Head, Oracle Cloud Infrastructure Alliance & Ecosystem Business Development

As the Global Head of the Oracle Cloud Infrastructure (OCI) Alliance & Ecosystem BD team
, you will build and lead an international team responsible for managing Net App’s global OCI alliance and ecosystem to the purpose of driving joint GTM for Net App cloud software offerings on (OCI).

This team plays a critical role in driving Net App cloud revenue with the the jointly developed Oracle Cloud Infrastructure Net App Storage Service (OCINSS). You will utilize deep experience & expertise with the OCI organization and its partner ecosystem to support the growth of the OCINSS business and drive joint GTM, Co-selling, & revenue growth.

This challenging builder position requires a strategic mindset, executive presence, exceptional communication skills, an inclusive leadership style, and strong relationship & consensus building competencies to expand the Net App - OCI partnership.

You will join the leadership team of Hyperscaler Alliances & Marketplaces organization, reporting to the Senior Director of H/S Alliances & Ecosystem BD. You will lead your team in accordance with the organization’s culture of extreme competence, data-driven decision making, servant leadership, and humility. You will set objectives for yourself and your direct reports and assist them in building strategies & execution plans that result in OCI mindshare & trust, sales pipeline, and OCINSS revenue.

You will represent Net App in day-to-day engagement with a variety of OCI GTM counterparts. In the service of aggressive goals, you will help propel a rigorous annual, quarterly, and monthly cadence of work with OCI and Net App sales, product, and marketing leadership. Your responsibilities will include building strategies, setting goals & KPIs, driving sales and Co-selling excellence, and maintaining high standards for performance measurement and management.

You will work in concert with multiple stakeholder organizations across Net App, including:
Executive, Sales, Product, Marketing, the larger CPE organization, and multiple Operations teams. You and your team will maintain an SLA for managing Net App connections and collaboration orchestration with a wide variety of OCI counterparts. You will spend considerable time collaborating with Net App partner sales and program leadership to drive coordinated GTM efforts between OCI, Net App, and their shared ecosystem of ISV, GSI, MSP, and S.I. partners.

• Supporting and working closely with the OCI Sales Specialist leadership & CSA organizations, you will build annual, quarterly, and monthly plans driving activities including, but not limited to: orchestrating GTM; industry & workload-specific business development; relationship management & development; partner-to-partner enablement.
• Participate in strategic planning sessions with peer managers in OCI Product, Sales, Sales Strategy & Operations, Partner Programs, and technical business development.
• Communicate Corporate strategy to employees within your function.
• Establish short-term and long-term goals and performance metrics in line with corporate objectives.
• Review management plans with Executive Management on a regular basis.
• Select, develop, and evaluate personnel to ensure departmental goals are met.
• Assume responsibility for result, including costs, methods, and staffing.

• Deep experience working at Oracle Cloud Infrastructure in the Alliances, Product, Partner organization (or related organizations), and/or as an Alliance & BD leader for a OCI ISV partner.
• Exceptional verbal and written communications skills, including presentation skills. A demonstrated ability to communicate complex ideas and plans via both written narratives and PowerPoint presentations is crucial.
• Demonstrated experience leveraging AI-powered tools across go-to-market (GTM) functions—including marketing, sales, customer success, and revenue operations—to improve targeting, automate workflows, generate insights, and drive measurable business outcomes.
• Excellent strategic partnership building & management skills & track record and negotiating skills.
• Experience in developing, managing, and executing GTM plans, both internal and in partnership with both OCI & the ecosystem of top tier OCI consulting & resale partners.
• Experience selling 1st Party & 3rd Party technology solutions on OCI and supporting Co-sell motions with OCI and or partner sellers.
• Ability to work collaboratively with functional peers across multiple Net App…