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Oracle Product Partnerships & Licensing Sr. Manager / Director (REMOTE US) in Boston, Massachusetts

Job Description

This is a lead role in negotiating inbound licensing agreements, which are crucial to driving a successful partner ecosystem. This group focuses on the licensing of intellectual property which 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.

You will have responsibility for working with internal partners cross-functionally to strategize and implement the partnership agreements 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, driving relationship development, strategies, solutions, and transactions to ensure mutually beneficial agreements are in place.


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 from an operational perspective, where programs increase the effectiveness or efficiency of Oracle’s collaboration with its ecosystem partners.

Transaction Execution:

  • 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.

  • Develops business cases with clear value drivers for inbound partnerships and creatively structure 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.

  • Communicates with all partners at all stages of the process to secure agreement and approvals of the agreements. Drives negotiations to closure while maintaining a willingness to walk away from deals that do not meet financial/operational business objectives or introduce unacceptable risk.

  • 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 performance and tracks efficacy relative to expectations post-close of the deals. 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.

Experience Profile:

  • 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.



Certain US customer or client-facing roles may be required to comply with applicable requirements, such as immunization and occupational health mandates.

Range and benefit information provided in this posting are specific to the stated location(s)

California Pay Range: from $109,600 to $225,400 per annum. May be eligible for bonus and equity.

Colorado Pay Range: from $103,500 to $202,900 per annum. May be eligible for bonus and equity.

New York City Pay Range: from $103,500 to $214,200 per annum. May be eligible for bonus and equity.

Washington Pay Range: from $115,700 to $214,200 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:

  1. Medical, dental, and vision insurance, including expert medical opinion

  2. Short term disability and long term disability

  3. Life insurance and AD&D

  4. Supplemental life insurance (Employee/Spouse/Child)

  5. Health care and dependent care Flexible Spending Accounts

  6. Pre-tax commuter and parking benefits

  7. 401(k) Savings and Investment Plan with company match

  8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

  9. 11 paid holidays

  10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

  11. Paid parental leave

  12. Adoption assistance

  13. Employee Stock Purchase Plan

  14. Financial planning and group legal

  15. Voluntary benefits including auto, homeowner and pet insurance

About Us

An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.

In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.

Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.

At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.

That’s why we’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.

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