Senior Director, Oracle Alliance

Requirements

• 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 designation

Benefits

Additional Information

Say hello to opportunities. It's not everyday that you consider starting a new career. We're RingCentral, and we're happy that someone as talented as you is considering this role. First, a little about us, we're a $2.6 Billion annual revenue company with double digit Annual Recurring Revenue (ARR) and a $93 Billion market opportunity in UCaaS, Contact Center and AI-powered adjacencies. We invest more than $250 million annually to ensure our AI-enabled technology and platforms meet or exceed the needs of our customers. RingSense AI is our proprietary AI solution. It's designed to fit the business needs of our customers, orchestrated to be accurate and precise, and built on the same open platform principles we apply to our core software solutions. This is where you and your skills come in. We're currently looking for: a Senior Director, Oracle Alliance to 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. Job Duties: Executive Relations & Governance Own and develop SVP/C-level relationships at Oracle across Commercial Cloud Applications, Fusion, OCI, and the Partner Organization; serve as RingCentral'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. Business Development & Deal Strategy 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. GTM, Marketplace & Enablement Own RingCentral'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. Partner Interlock, Pipeline & Customer Success Drive cross-functional interlock (Product, Engineering, Sales, Marketing, Finance, Legal, CS) to ensure the partnership is resourced and on-track; 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. Required Experience: 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.

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