Sr Principal Product Partner Manager, Product Partnerships

Responsibilities

• Own and scale strategic platform partnerships.
• Drive day-to-day partnership strategy and execution across priority partners — AI model providers, security vendors, and platform services — aligning internal roadmaps and delivering outcomes that matter to both Oracle and its partners.
• Lead deal execution end-to-end. Drive commercial negotiations from partner evaluation through launch, expansion, and renewal, including product integrations, Private Offer structuring, UCM treatment, revenue share mechanics, and contractual terms.
• Operate as a cross-functional driver. Coordinate across Product, Engineering, Legal, Finance, Sales, and GTM to launch and optimize partnership initiatives. Keep workstreams moving and hold internal and external stakeholders accountable to commitments.
• Serve as the internal advocate for partners. Represent partner goals and perspectives inside Oracle, applying thoughtful pushback on roadmap tradeoffs and ensuring partner needs are reflected in product decisions.
• Define and track success metrics. Establish clear KPIs for each partnership — adoption, bookings, revenue, usage, partner satisfaction — and communicate performance, risks, and opportunities clearly to senior stakeholders.
• Run partner operating cadences. Establish and manage structured working rhythms with partners: business reviews, joint planning sessions, issue escalation, and executive alignment.
• Build durable partner relationships. Serve as the primary point of contact for partner counterparts. Build trust, identify new collaboration opportunities, and represent OCI credibly at senior levels inside partner organizations.
• Scale. Help define and refine the standardized commercial framework — contract templates, onboarding playbooks, compensation models, UCM mechanics — that enables Oracle to scale partnerships efficiently across AI, security, and SaaS categories.

Qualifications

• 8+ years of experience in business development, or product partnerships in the technology industry, with at least 3 years in a senior or principal individual contributor capacity.
• Proven track record leading or materially supporting complex strategic partnerships, including technical and product integrations with large platform partners.
• Strong cross-functional operator with experience working closely with product, engineering, legal, finance, and sales teams to drive high-stakes initiatives to completion.
• Experience in or adjacent to AI, cloud infrastructure, security, or enterprise SaaS — with a clear understanding of how platform partners go to market through hyperscalers.
• Skilled relationship builder with clear, effective communication across partner organizations, internal stakeholders, and executive audiences.
• Comfortable operating with independence in ambiguous, fast-moving environments where priorities evolve and creative problem-solving is required.
• Experience at a high-growth technology company, hyperscaler, or enterprise software organization preferred.