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Oracle Director of ISV Strategic Business Development in Boston, Massachusetts

Job Description

Responsible for the identification of relevant new business opportunities and designs "go-to-market" plan to deliver measurable and significant revenues. Pursues sales opportunities in the market, and carries the baton in the beginning of the sales cycle.

A Business Development Representative is assigned to strategic accounts which may be grouped by industry where Oracle has a limited presence. Acts as primary liaison between Consulting, Sales, and Oracle Development for the product's sales opportunities. Generates business opportunities through prospecting mass market programs and leveraging third party partners. Develops and coordinates a worldwide relationship with customers that establishes Oracle as a preferred vendor and optimizes Oracle's sales of product. Executes aggressive strategies and plans to successfully drive the product as the preferred customer selection. Provides account representatives with information on how the product addresses specific needs, and assists account representatives in using Oracle's products to leverage large revenue opportunities. Assists in articulating product message, coordinates technical resources and hands off deals to a successful close.

Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred. Proven track record in managing multiple opportunities and ability to negotiate and close complex deals. Ability to determine strategy and tactical plans that deliver tangible results. Strong written, verbal, and interpersonal skills. Ability to Travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.

If you are a Colorado resident, Please Contact us or Email us at to receive compensation and benefits information for this role. Please include this Job ID: 177613 in the subject line of the email.


The Oracle ISV Ecosystem team is responsible for accelerating adoption of Oracle Cloud services and driving incremental revenue growth with and through Independent Software Vendors (ISVs) as they choose to deploy their commercial software applications on Oracle Cloud. The focus of this particular role is to help develop and drive highly effective Go to Market strategies that will deliver new business opportunities for Oracle and named strategic ISV partners. As a strategic resource you will help sales teams develop plans to qualify and deliver significant revenues within named accounts. You will assist sales teams to pursue opportunities in the market, and carry the baton in the beginning of the sales cycle. As an advocate for our strategic ISV partners, you will act as the glue between many lines of business within Oracle, helping to communicate joint vision and plans for success. You are seen as having deep domain expertise in public cloud infrastructure and platform services, as well as ISV business models and use cases. You will also have had prior experience working with large strategic accounts, managing executive stakeholders and driving successful joint initiatives with partners. In this role you are viewed by peers and management as a leader and top contributor, proactively driving success with our partners and the Oracle ISV Ecosystem team.

Preferred Skills & Requirements

  • BA/BS degree or equivalent, advanced degree highly desirable

  • Strong customer and partner facing experience is required

  • Excellent Communication skills (oral, written and interpersonal) are required

  • 12+ years of progressively increased responsibilities in sales or sales management. Marketing and business development experience preferred.

  • Proven track record in managing complex deals and developing strategies and tactical plans that deliver tangible results.

  • The ability to travel (<50%) is required

  • Cloud / SaaS positioning and selling

  • Knowledge PaaS and IaaS, as well as Database and Middleware technologies

  • Prior work with ISV and OEM business models

  • Prior experience executing value selling models

  • Exceptional ability to build and deliver compelling sales propositions

About Us

Diversity and Inclusion:

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.


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

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