Director of Alliances & Channels - Oracle Health & Life Sciences

Overview

The Director of Alliances & Channels for Oracle Health & Life Sciences is a pivotal leadership role focused on expanding and activating a robust partner network to drive revenue growth, increase market share, and deliver impactful solutions across Oracle's health, AI, cloud, and data platforms. This role entails collaboration with global consulting firms, systems integrators, and technology partners to develop joint strategies and demand generation activities that effectively enhance pipeline and bookings.

Key Responsibilities

• Formulate and implement strategic alliance plans with global and regional systems integrators, advisory groups, tech partners, and industry entities to accelerate growth in Health & Life Sciences.
• Identify new business opportunities, lead joint account planning, and execute targeted demand generation to increase partner-driven pipeline, ARR, and bookings.
• Develop and sustain executive-level partnerships with major strategic firms such as Deloitte, Accenture, KPMG, PwC, and IBM, targeting transformational, multi-solution initiatives across Oracle products.
• Act as a trusted consultant to Oracle’s sales teams by matching partner strengths with client needs, expanding executive engagement, improving competitive advantage, and increasing win ratios.
• Guide One Oracle collaborative sales activities by orchestrating account planning, opportunity cultivation, and leadership dialogue among internal and partner teams.
• Design and roll out joint go-to-market campaigns, industry programs, workshops, and labs fostering repeatable solutions and measurable pipeline expansion.
• Enhance partner capabilities through comprehensive enablement including sales training, product education, and marketing content.
• Collaborate on customer success case studies, references, and ROI validation by working alongside implementation groups to demonstrate business value.
• Set and manage governance frameworks, regular business and pipeline reviews, and operational rhythms that strengthen collaboration and accelerate deal closure.
• Continuously evaluate partner performance, pipeline contribution, and strategic initiatives, advising on improvements for partner engagement and market growth.
• Develop detailed strategic plans for partners encompassing executive sponsorship, growth targets, key accounts, go-to-market focus, and measurable outcomes.
• Maintain a broad and influential executive network across partner organizations to uncover new market opportunities and support transformative projects.
• Align efforts across marketing, strategy, sales, consulting, and product groups to harmonize with Oracle’s integrated industry vision and unified go-to-market approach.
• Implement standardized engagement rules, governance procedures, and escalation protocols to assure efficient coordination and swift resolution of challenges in complex sales cycles.
• Provide senior strategic leadership and mentorship within Oracle and to partners, guiding high-impact initiatives and fostering a collaborative ecosystem culture.

Qualifications and Experience

• Minimum of 8 years experience in strategic alliance management, partner relations, enterprise sales, business development, or consulting roles.
• Proven track record managing global strategic partnerships that drive pipeline, bookings, and positive client outcomes.
• Deep knowledge of enterprise cloud solutions, artificial intelligence, healthcare sector transformation, and go-to-market partner strategies.
• Strong skills in engaging and influencing senior executives both internally and externally.
• Exceptional capabilities in analysis, strategic planning, leadership, sales, and marketing.
• Bachelor’s degree in Business, Marketing, Healthcare, Technology, or related field; advanced degrees are preferred.

About Oracle Health & Life Sciences

Oracle's division in Healthcare and Life Sciences is a global leader providing specialized software and cloud-based solutions including AI/ML, electronic health records, and patient engagement technologies. These offerings are designed to improve patient care, optimize operational efficiencies, and drive innovation securely within healthcare and pharmaceutical environments worldwide.

Additional Information

This is a senior individual contributor role requiring strong executive presence and the ability to work across multiple business functions without direct authority. Oracle is committed to diversity, equity, and accessibility, providing accommodations for applicants with disabilities during hiring. We are an equal opportunity employer valuing diverse backgrounds and experiences.