Oracle ISV Product Partnerships & Licensing Sr. Manager / Director in Boston, Massachusetts
Location: Telecommuting / remote from within the US (this position is not eligible for sponsorship)
The position offers an exceptional opportunity to deliver corporate-level global leadership for highly strategic growth opportunities and includes strategy formulation, new business models, inbound licensing arrangements, M&A due diligence/integration and ecosystem development. This organization is a leader in Oracle’s transformation and is responsible for identifying and executing innovative solutions for partners and customers globally, across all products and for multiple high-growth industries.
This role will play a leading role in driving successful partner ecosystem development with the Independent Software Vendor (“ISV”) community, licensing of intellectual property that is a feature and functionality of Oracle products and services that meet our Development and Product goals. These partnerships will enable Oracle engineering teams to use external technologies in our offerings. The position reports to the Vice President of ISV Product Partnerships & Licensing.
You will have responsibility for working with internal partners to strategize and implement partnerships for ISV Product Partnership where Oracle will be inbound licensing third-party IP (object code, APIs, data, source code, etc.) to embed within or offer as an add-on to our products. You will work with all levels, internally and externally, to drive relationships, strategies, solutions, and transactions.
Partnership and Ecosystem Strategy Development:
Working with diverse teams, across multiple divisions, will manage inbound negotiations, internal business requirements and stakeholders to deliver timely results to your internal customers.
A trusted advisor who works closely with leadership across various Oracle functions, evaluating potential inbound licensing opportunities, advising on deal structure, working with Development/Engineering to think through business strategy, product roadmaps and agreements with third parties aligning with product strategy.
Collaborate with cross-functional teams (engineering, support, operations, sales, finance, legal and other key functions) to structure business initiatives, develop work plans, lead analysis, and develop/communicate final recommendations.
Applies emerging data sources to deliver insights that support decisions and provides input into the most effective ways to understand value drivers, architect partnerships and design ecosystems for maximum customer and business impact.
Identifies where partner programs or programmatic approaches can deliver benefits across a range of partnerships. Participates in the growth of partner programs where programs increase the effectiveness or efficiency of Oracle’s collaboration with its ecosystem partners.
Develops business cases with clear value drivers for inbound partnerships and creatively structures partnerships to achieve business objectives. Identifies potential outcomes and risks.
Develops a deep understanding of the partner’s strategy, business, operations and needs in a way that helps identify the optimal ways to construct the partnership for maximum impact.
Develops and leads negotiation strategy, options and scenarios with partners. Grows a positive relationship with partners to set the partnership up for long-term success.
Communicates with all partners at all stages of the deal process to secure agreement and approvals. Drives deals to closure while maintaining a willingness to walk away from deals that do not meet business objectives or introduce unacceptable risk.
Leads diligence on M&A initiatives that require due diligence of the targets IP and the third-party commercial inclusion, collaborating with cross functional teams to structure integration plans and advise Executive Management.
Manages post-closing integration of approved usage and remediation plans of third-party IP.
Deal Management and Partnership Governance:
Collaborating with Development and Engineering teams to manage ongoing relations with the inbound providers and work as the key escalation point on material issues.
Monitors deal performance and track efficacy relative to expectations post-close. Maintain ongoing relationships with partners to ensure compliance and commitments are fulfilled.
Identifies approaches to grow the impact of the partnership, gathers findings and insights, and raises as needed with partner and Oracle leadership.
10+ years of business experience in technology, with relevant experience in structuring, influencing/negotiating and leading sophisticated partnerships and/or acquisitions. This includes inbound licensing of IP.
Negotiating and managing long-term inbound licensing relationships.
Subject matter expertise in cloud services and/or working with ecosystem partners in the cloud infrastructure, data, AI and machine learning, security, SaaS applications, and middleware services are positives but not requirements for this role.
Comfortable working in a fast-paced setting, where you are the leader in identifying solutions in highly ambiguous situations.
Bring structure, creativity, and intellectual power 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, API’s, etc.), through planning, discussion, agreement facilitation, and ongoing management.
Passion for product, technology, and creating great end-to-end customer experiences.
Business strategy and market development experience with analytical and business modeling skills.
Exploring a wide range of possible effective partnering approaches.
Passion for bringing a growth mentality to develop a high-performance team. Achieving our potential is a team effort and a passion for contributing to the success of others and enhancing the knowledge of others are important elements of success.
Leading cross-disciplinary virtual teams and driving initiatives, projects and partnerships from creation to implementation; project management experience.
A growing ability to communicate and influence at all levels and across a variety of functions (such as engineering, marketing, sales, customer success, finance and legal).
Key interpersonal traits: intellectual curiosity, collaboration, creativity, adaptability, unquestionable ethics and integrity, bias towards data-based decision making, and a willingness to advocate for calculated risks.
We invest in our people through a deliberate approach of aligning career goals and growth areas with projects, mentoring, and training.
We're outstandingly diverse - our workforce has many underrepresented groups and people of all ages - creating innovative teams.
We have fantastic benefits, ranging from insurance (medical, dental, and vision) to 401k matching to an Employee Stock Purchase Program.
Range and benefit information provided in this posting are specific to the stated location(s)
California Pay Range: from $107,400 to $214,900 per annum. May be eligible for bonus and equity.
Colorado Pay Range: from $101,400 to $193,400 per annum. May be eligible for bonus and equity.
New York City Pay Range: from $101,400 to $204,200 per annum. May be eligible for bonus and equity.
Washington Pay Range: from $113,400 to $204,200 per annum. May be eligible for bonus and equity.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience and market conditions, as well as reflect Oracle’s differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle offers a comprehensive benefits package which includes the following:
Medical, dental, and vision insurance, including expert medical opinion
Short term disability 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
Flexible paid time off (unlimited or accrued vacation and sick leave)
Paid parental leave
Employee Stock Purchase Plan
Financial planning and group legal
Voluntary benefits including auto, homeowner and pet insurance
As a world leader in cloud solutions, Oracle uses tomorrow’s technology to tackle today’s problems. True innovation starts with diverse perspectives and various abilities and backgrounds.
When everyone’s voice is heard, we’re inspired to go beyond what’s been done before. It’s why we’re committed to expanding our inclusive workforce that promotes diverse insights and perspectives.
We’ve partnered with industry-leaders in almost every sector—and continue to thrive after 40+ years of change by operating with integrity.
Oracle careers open the door to global opportunities where work-life balance flourishes. We offer a highly competitive suite of employee benefits designed on the principles of parity and consistency. We put our people first 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 would like accessibility assistance or accommodation for a disability at any point, let us know at +1.888.404.2494, Option 1.
Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.
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.
* Which includes being a United States Affirmative Action Employer
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