Oracle Health & Life Sciences Alliances & Channels Director

The Oracle Health & Life Sciences Alliances & Channels Director serves as the strategic leader responsible for developing, activating, and scaling Oracle Health & Life Sciences' partner ecosystem to accelerate revenue growth, expand market reach, and deliver transformational customer outcomes. Working across Oracle Health, OCI, Fusion Applications, AI, and Data Platform solutions, the role aligns strategic partners with Oracle's One Oracle go-to-market strategy to generate new pipeline, increase partner-influenced ARR, and drive larger multi-pillar transformation opportunities.

The Alliances Director works closely with strategic consulting firms, systems integrators, technology partners, advisory firms, and industry organizations to identify net-new opportunities, develop joint account strategies, and execute demand generation programs that create measurable pipeline growth. This includes facilitating executive-to-executive engagement, joint account planning, solution development, industry GTM initiatives, partner enablement, and customer co-selling activities.

Success in the role requires building trusted relationships across Oracle Sales, Product, Consulting, Customer Success, Marketing, and executive leadership while serving as the primary interface between Oracle and strategic partners. The Alliances Director establishes governance models, operating cadences, executive sponsorship, and rules of engagement that enable efficient collaboration, improve pipeline transparency, accelerate deal progression, and resolve issues quickly across complex customer pursuits.

The role is accountable for monitoring partner performance, measuring partner influence on pipeline and bookings, identifying opportunities to expand partner engagement, and recommending strategic improvements that increase market penetration and customer success. Particular emphasis is placed on developing repeatable industry solutions, accelerating AI and cloud adoption, supporting international expansion, and helping partners create differentiated service offerings that extend Oracle's platform capabilities.

As a senior individual contributor and organizational leader, the Alliances Director provides strategic direction, mentors team members, and leads highly complex initiatives involving multiple Oracle lines of business, global stakeholders, and strategic partners. Success requires exceptional executive presence, business development expertise, sales and marketing acumen, and the ability to influence without direct authority.

Preferred Qualifications:

• 8+ years of experience in strategic alliances, partner management, enterprise sales, business development, or consulting.
• Demonstrated success developing and managing global strategic partnerships that generate measurable pipeline, bookings, and customer outcomes.
• Strong understanding of enterprise cloud platforms, AI, healthcare transformation, and partner-led GTM strategies.
• Proven ability to engage and influence executive stakeholders internally and externally.
• Excellent analytical, strategic planning, sales, marketing, and cross-functional leadership skills.
• Bachelor's degree in Business, Marketing, Healthcare, Technology, or a related discipline (advanced degree preferred).

 

About the Business:

Oracle's Healthcare and Life Sciences division is a global leader in specialized software and solutions for healthcare providers, payers, pharmaceutical enterprises, medical device manufacturers, and clinical research organizations. Our offerings encompass AI/ML solutions, cloud-based healthcare platforms, data analytics, electronic health records (EHR), and patient engagement systems, designed to enhance patient outcomes, reduce costs, and expedite innovation. Leveraging Oracle's capabilities allows healthcare and life science organizations to optimize operations, derive insights from data, and make informed decisions while ensuring secure management of sensitive health data.

• Develop and execute strategic alliance plans with Global and Regional System Integrators (GSIs/RSIs), advisory firms, technology partners, and industry organizations to accelerate Oracle Health & Life Sciences growth.
• Drive partner-influenced pipeline, ARR, and bookings by identifying net-new opportunities, leading joint account planning, and executing demand generation and target account strategies.
• Build and maintain executive relationships with strategic partners—including Deloitte, Accenture, KPMG, PwC, IBM, and other GSIs—to create transformational, multi-pillar opportunities across Oracle Health, OCI, Fusion, AI, and Data Platform solutions.
• Serve as a trusted advisor to Oracle Sales by aligning the right partner capabilities to customer business challenges, increasing executive access, strengthening competitive positioning, and improving win rates.
• Lead One Oracle co-sell motions by coordinating strategic account planning, opportunity development, and executive engagement across Oracle Sales, Consulting, Product, Customer Success, Marketing, and partner organizations.
• Develop and execute joint go-to-market initiatives, industry campaigns, executive workshops, WIN LABs, and demand generation programs that create repeatable industry solutions and measurable pipeline growth.
• Enable strategic partners through sales training, product briefings, industry messaging, and GTM content to improve partner readiness and Oracle solution positioning.
• Facilitate joint customer success stories, executive references, and business case development by partnering with implementation organizations to validate customer outcomes and value realization.
• Establish and manage executive governance, quarterly business reviews (QBRs), pipeline reviews, account planning sessions, and operating cadences that improve collaboration, accountability, and opportunity progression.
• Monitor partner business performance, pipeline influence, and strategic initiatives; provide recommendations to improve partner engagement, market penetration, and revenue growth.
• Develop strategic business plans for assigned partners, including executive sponsorship, growth objectives, target accounts, GTM priorities, and measurable success metrics.
• Build and maintain a strong executive network across partner organizations while connecting Oracle leadership with key partner stakeholders to identify new market opportunities and accelerate customer transformation initiatives.
• Collaborate across GTM Strategy, Marketing, Business Development, Product, Partner Success, Consulting, and Sales organizations to ensure alignment with Oracle's Integrated Industry Model and One Oracle strategy.
• Establish clear rules of engagement, governance processes, and operational escalation paths that enable efficient collaboration and rapid issue resolution across complex customer pursuits.
• Serve as a senior individual contributor and thought leader, mentoring colleagues, influencing without authority, and driving strategic initiatives that support Oracle Health & Life Sciences' long-term partner ecosystem and growth objectives.

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Career Level - IC5