Senior Director, Oracle Alliance
About the role
RingCentral is a $2.6 Billion annual revenue company with 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. This role involves owning the full scope of our strategic relationship with Oracle.
Job Duties
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.
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.
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.
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.
Desired Qualifications
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 designations that generate measurable field co-selling activity.
What we offer
Comprehensive medical, dental, vision, disability, life insurance
Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits
Voluntary supplemental health coverage and life insurance
401K match and ESPP
Paid time off and paid sick leave
Paid parental and pregnancy leave
Family-forming benefits (IVF, Preservation, Adoption etc.)
Emergency backup care (Child/Adult/Pets)
Employee Assistance Program (EAP) with counseling sessions available 24/7
Free legal services that provide legal advice, document creation and estate planning
Employee bonus referral program
Student loan refinancing assistance
Employee 1:1 coaching, perks and discounts program
About RingCentral
RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone™ (MVP™) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral® empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world. RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations for individuals with disabilities during our application and interview process. If you require such accommodations, please click on the following link to learn more about how we can assist you. If you are hired in California, the compensation range for this position is between $305,000 and $370,000 for full-time employees, in addition to eligibility for variable pay, equity, and benefits. Benefits may include, but are not limited to, health and wellness, 401k, ESPP, vacation, parental leave, and more! The salary may vary depending on your location, skills, and experience.