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Sr Principal Product Partner Manager, Product Partnerships

Oracle Corporation • Nashville, TN, United States, US • 2w ago

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.

Internal Responsibilities

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.

External Responsibilities

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.