JAPAC Alliances Director - Communications Global Industry Unit

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.

True innovation starts when everyone is empowered to contribute. That's why we're committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing [email protected] or by calling 1-888-404-2494 in the United States.

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.

Career Level - IC5

Key Responsibilities

1. Strategic Planning & Partner Selection

• Identify, evaluate, and prioritize potential enterprise partners that align with the organization's long-term growth and product roadmaps.
• Define clear value propositions for the alliance, ensuring a "win-win" scenario for both organizations and the end customers.

2. Relationship & Ecosystem Management

• Serve as the primary, trusted point of contact for key enterprise partners, fostering deep relationships across executive, product, marketing, and sales teams.
• Build and maintain a governance model (e.g., Quarterly Business Reviews) to track alliance health, resolve conflicts, and realign goals.

3. Commercial Execution & GTM

• Co-author and execute comprehensive joint business plans, including revenue targets, marketing initiatives, and product integrations.
• Collaborate with internal and partner marketing teams to launch co-marketing campaigns, webinars, and event sponsorships.
• Enable internal sales teams on the partner's value proposition to drive co-selling motions and pipeline generation.

4. Performance Tracking & Reporting

• Define, track, and report on key performance indicators (KPIs) such as partner-influenced revenue, pipeline growth, and integration adoption.
• Manage complex legal and financial negotiations during contract renewals or expansions.

Key Performance Indicators (KPIs)

• Partner-Driven Revenue: Total ARR generated through partner co-selling or resale.
• Pipeline Velocity: Speed at which joint pipeline opportunities move through the sales cycle compared to direct sales.
• Partner Satisfaction (Net Promoter Score): Quantitative health check of the relationship from the partner's perspective.
• Integration/Product Adoption: Number of enterprise customers utilizing the joint integration or bundled offering.

Ideal Professional Background

• Education: Bachelor's degree in Business, Marketing, Computer Science, or a related field (MBA preferred).
• Experience: 10+ years in Partnerships, Alliance Management, Business Development, or Enterprise Account Management (ideally in Communication domain and within Onprem, SaaS, Cloud, or Tech ecosystems).
• GSI's : Relationship with GSI's in the region is a key requirement
• Geography : 10+ years experience in working across JAPAC
• Tools: Proficiency with OSS, BSS platforms (Oracle, Amdocs, Ericsson, Salesforce, Service now) and collaborative tools.

#LI-DNI