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Strategic Corporate Partnerships Manager

2 months ago

Honolulu, Hawaii, United States Oracle Full time

Location:
Telecommuting / remote from within the US (this position is not eligible for sponsorship)

This role presents a remarkable opportunity to provide corporate-level global leadership for critical growth initiatives, encompassing strategy development, innovative business models, inbound licensing agreements, M&A due diligence/integration, and ecosystem enhancement.

This division is pivotal in Oracle's transformation, tasked with discovering and executing groundbreaking solutions for partners and clients worldwide, across all product lines and various high-growth sectors.


Role Overview:

In this position, you will spearhead the successful development of the product partner ecosystem, facilitating the licensing of intellectual property that enhances the features and functionalities of Oracle's offerings, aligning with our Development and Product objectives.

These collaborations will empower Oracle's engineering teams to integrate external technologies into our product suite. The role 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 licensing third-party intellectual property (object code, APIs, data, source code, etc.) to incorporate within or offer as enhancements to our products.

You will engage with all organizational levels, both internally and externally, to foster relationships, devise strategies, deliver solutions, and execute transactions.
Key Responsibilities:

Ecosystem Strategy Development:

Collaborating with diverse teams across multiple divisions, you will lead inbound negotiations, align internal business requirements, and engage partners to deliver timely outcomes for your internal stakeholders.

Acting as a trusted advisor, you will work closely with leadership across various Oracle functions, assessing potential inbound licensing opportunities, advising on deal structures, and collaborating with Development/Engineering to align business strategies, product roadmaps, and agreements with third parties in accordance with product strategy.

Work alongside cross-functional teams (engineering, support, operations, sales, finance, legal, and other key functions) to design business initiatives, develop work plans, conduct analyses, and communicate final recommendations.

Utilize emerging data sources to generate insights that inform decisions and provide input into effective methods for understanding value drivers, architecting partnerships, and designing ecosystems for maximum customer and business impact.

Identify opportunities where partner programs or programmatic approaches can yield benefits across a spectrum of partnerships.

Contribute to the growth of partner programs that enhance the effectiveness or efficiency of Oracle's collaboration with its ecosystem partners.

Formulate business cases with clear value propositions for inbound partnerships and creatively structure collaborations to achieve business objectives, while identifying potential outcomes and risks.

Gain a comprehensive understanding of partners' 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 all partners throughout the deal process to secure agreements and approvals.

Drive deals to closure while being prepared to walk away from agreements that do not align with business objectives or present 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 issues as necessary with partner and Oracle leadership.

Experience Profile: 7+ years of business experience in technology, with relevant expertise in structuring, negotiating, and leading complex partnerships and/or acquisitions.

This includes inbound licensing of intellectual property.
Experience in negotiating and managing long-term inbound licensing relationships.

Subject matter 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.

Comfortable in a fast-paced environment, where you will lead in identifying solutions in highly ambiguous situations.
Bring structure, creativity, and intellectual rigor to evaluate ambiguous business opportunities and challenges.

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

Demonstrated passion for product, technology, and creating exceptional end-to-end customer experiences.
Business strategy and market development experience with analytical and business modeling skills.
Exploring a broad range of effective partnering approaches.
A passion for fostering a growth mindset to develop a high-performance team.

Achieving our potential is a collaborative effort, and a commitment to contributing to the success of others and enhancing their knowledge is crucial for success.

Leading cross-disciplinary virtual teams and driving initiatives, projects, and partnerships from inception to implementation; project management experience is essential.

A growing ability to communicate and influence at all levels and across various functions (such as 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.

We invest in our people through a deliberate approach of aligning career aspirations and growth areas with projects, mentoring, and training.

About Us As a global leader in cloud solutions, Oracle leverages tomorrow's technology to address today's challenges. True innovation stems from diverse perspectives and a variety of abilities and backgrounds.
When every voice is heard, we are inspired to transcend conventional boundaries. This commitment drives our efforts to expand our inclusive workforce that fosters diverse insights and perspectives.

We have partnered with industry leaders across nearly every sector—and continue to thrive after over 40 years of change by operating with integrity.

Oracle careers open the door to global opportunities where work-life balance is prioritized. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We prioritize our people with flexible medical, life insurance, and retirement options. We also encourage employees to contribute to their communities through our volunteer programs.
We are dedicated to including individuals with disabilities at all stages of the employment process.

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


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.


  • Which includes being a United States Affirmative Action Employer
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