Strategic Corporate Partnerships Manager

2 weeks ago

Juneau, Alaska, United States Oracle Full time
Location:
Remote position within the United States (sponsorship not available)


This role presents a unique opportunity to lead corporate-level global initiatives for strategic growth avenues, encompassing strategy development, innovative business models, inbound licensing agreements, M&A due diligence and integration, as well as ecosystem enhancement.

This division is pivotal in Oracle's evolution, tasked with discovering and executing groundbreaking solutions for partners and clients worldwide, across diverse products and numerous high-growth sectors.


Role Overview:


The selected candidate will be instrumental in fostering a successful product partner ecosystem, facilitating the licensing of intellectual property integral to Oracle's offerings that align with our Development and Product objectives.

These collaborations will empower Oracle's engineering teams to incorporate external technologies into our product suite. The position reports directly to the Senior Director of Corporate Product Partnerships & Licensing.


Your responsibilities will include collaborating with internal stakeholders to strategize and implement partnerships for ISV Product Partnerships, where Oracle will be acquiring third-party intellectual property (object code, APIs, data, source code, etc.) to integrate within or offer as enhancements to our products.

You will engage with various levels of stakeholders, both internally and externally, to cultivate relationships, develop strategies, devise solutions, and execute transactions.

Key Responsibilities:

Partnership and Ecosystem Strategy Development:


Engage with diverse teams across multiple divisions to lead inbound negotiations, align internal business requirements, and deliver timely outcomes for internal stakeholders.


Act as a trusted advisor, collaborating closely with leadership across various Oracle functions to evaluate potential inbound licensing opportunities, provide insights on deal structures, and work with Development/Engineering to align business strategies, product roadmaps, and agreements with third parties.


Work in tandem with cross-functional teams (engineering, support, operations, sales, finance, legal, and other key functions) to formulate business initiatives, create work plans, conduct analyses, and communicate final recommendations.


Utilize emerging data sources to provide insights that inform decisions and contribute to understanding value drivers, architecting partnerships, and designing ecosystems for optimal customer and business impact.

Identify opportunities where partner programs can enhance the effectiveness of Oracle's collaboration with its ecosystem partners.

Contribute to the growth of partner programs aimed at increasing the efficiency of Oracle's partnerships.


Transaction Execution:
Formulate business cases highlighting clear value drivers for inbound partnerships and creatively structure agreements to meet business goals. Assess potential outcomes and risks.


Gain a comprehensive understanding of partner strategies, operations, and needs to identify optimal partnership structures for maximum impact.

Develop and lead negotiation strategies, options, and scenarios with partners, fostering positive relationships to ensure long-term success.

Maintain communication with partners throughout the deal process to secure agreements and approvals. Drive transactions to completion while being prepared to disengage from deals that do not align with business objectives or pose unacceptable risks.


Lead due diligence on M&A initiatives requiring assessment of target IP and third-party commercial inclusion, collaborating with cross-functional teams to devise integration plans and advise Executive Management.

Oversee post-closing integration of approved usage and remediation plans for third-party IP.

Deal Management and Partnership Governance:


Collaborate with Development and Engineering teams to manage ongoing relationships with inbound providers, serving as the primary point of contact for significant issues.

Monitor deal performance and track effectiveness against expectations post-close. Maintain ongoing relationships with partners to ensure compliance and fulfillment of commitments.


Identify strategies to enhance the impact of partnerships, gather insights, and escalate findings as necessary with partner and Oracle leadership.


Experience Requirements:
7+ years of experience in the technology sector, with a strong background in structuring, negotiating, and leading complex partnerships and/or acquisitions, including inbound licensing of IP.

Proven experience in negotiating and managing long-term inbound licensing relationships.


Expertise in cloud services and/or collaboration with ecosystem partners in cloud infrastructure, data, AI and machine learning, security, SaaS applications, and middleware services is advantageous but not mandatory for this role.

Ability to thrive in a fast-paced environment, demonstrating leadership in identifying solutions amidst ambiguity.

Possess the ability to bring structure, creativity, and analytical thinking to evaluate complex business opportunities and challenges.


Experience in executing agreements with engineering teams to assess the inclusion of third-party IP (source code, object code, data, APIs, etc.) through planning, discussions, agreement facilitation, and ongoing management.

A strong passion for product, technology, and delivering exceptional end-to-end customer experiences.

Experience in business strategy and market development, complemented by analytical and business modeling skills.

Exploration of diverse effective partnering strategies.

A commitment to fostering a growth mindset to develop a high-performance team.

Recognizing that achieving our potential is a collective effort, a passion for contributing to the success of others and enhancing their knowledge is vital.

Proven ability to lead cross-disciplinary virtual teams and drive initiatives, projects, and partnerships from inception to execution; project management experience is essential.


A growing capability to communicate and influence at all levels across various functions (engineering, marketing, sales, customer success, finance, and legal).


Key Interpersonal Traits:

Intellectual curiosity, collaboration, creativity, adaptability, unwavering ethics and integrity, a data-driven decision-making approach, and a willingness to advocate for calculated risks.


Benefits:


We prioritize our employees' growth through a structured approach that aligns career aspirations with projects, mentoring, and training opportunities.

Our workforce is remarkably diverse, encompassing various underrepresented groups and individuals of all ages, fostering innovative teams.


We offer comprehensive benefits, including medical, dental, and vision insurance, 401k matching, and an Employee Stock Purchase Program.


Disclaimer:


Certain roles may require compliance with applicable health mandates.

Range and benefit information provided in this posting is specific to the stated locations only.

US:

Hiring Range:
from $97,400 to $199,500 per annum. May be eligible for bonus and equity.


Oracle maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions, and locations, reflecting Oracle's diverse products, industries, and lines of business.

Candidates are typically placed within the range based on these factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes:

Medical, dental, and vision insurance, including expert medical opinion

Short-term and long-term disability

Life insurance and AD&D

Supplemental life insurance (Employee/Spouse/Child)

Health care and dependent care Flexible Spending Accounts

Pre-tax commuter and parking benefits

401(k) Savings and Investment Plan with company match

Paid time off:
Flexible Vacation is provided to all eligible employees in salaried positions. Accrued Vacation is provided to all other employees eligible for vacation benefits.

For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years.

Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

11 paid holidays

Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

Paid parental leave

Adoption assistance

Employee Stock Purchase Plan

Financial planning and group legal

Voluntary benefits including auto, homeowner, and pet insurance


The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

About Us:

As a global leader in cloud solutions, Oracle leverages advanced technology to address contemporary challenges. True innovation is fueled by diverse perspectives and varied backgrounds.

When every voice is acknowledged, we are inspired to exceed previous achievements. This commitment drives our efforts to expand an inclusive workforce that fosters diverse insights and perspectives.


We have partnered with industry leaders across nearly every sector and continue to thrive after decades of change by operating with integrity.

Oracle careers provide access to global opportunities where work-life balance is prioritized. We offer a competitive suite of employee benefits grounded in principles of parity and consistency. Our people come first, with flexible medical, life insurance, and retirement options. We also encourage employees to engage with their communities through volunteer initiatives.

We are dedicated to including individuals with disabilities throughout the employment process.

If you require accessibility assistance or accommodation for a disability at any point, please inform us.


Disclaimer:
Oracle is an Equal Employment Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, and protected veterans' status, or any other characteristic protected by law.

Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

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