Senior Director, Alliances & Channels

Oracle is seeking a transformational and commercially driven Senior Director of Alliances & Channels to lead and evolve Oracle's partner ecosystem in Mexico. This executive will own the Alliances & Channels business for Oracle Mexico, with accountability for revenue growth, pipeline creation, partner-sourced and partner-influenced bookings, cloud consumption, and customer success through a modern, AI-enabled partner ecosystem.

The successful candidate will be responsible for accelerating Oracle's market presence and growth through strategic alliances, channel partners, Global System Integrators, regional System Integrators, ISVs, distributors, hyperscalers, telecommunications providers, and emerging AI ecosystem players. This leader will act as a catalyst for ecosystem transformation, helping partners evolve toward cloud-first, AI-first, and services-led business models while driving measurable business outcomes for Oracle and its customers.

The ideal candidate combines strong commercial acumen, ecosystem leadership, executive presence, and deep understanding of cloud, data, AI, and emerging technologies. They will be expected to build trusted executive relationships, influence across a highly matrixed organization, and mobilize internal and external stakeholders to execute a shared growth agenda.

Key Responsibilities:

Business Growth, Revenue & Market Expansion

Own the Alliances & Channels business for Oracle Mexico, driving revenue growth, pipeline creation, partner-sourced and partner-influenced bookings, cloud consumption, and customer success through a transformed, AI-enabled partner ecosystem.
Deliver measurable business outcomes through ecosystem-led growth strategies aligned to Oracle's overall business objectives.
Establish and execute a comprehensive partner go-to-market strategy to accelerate Oracle Cloud Infrastructure (OCI), Applications, Data, AI, Industry Solutions, and emerging technologies adoption.
Create and manage a robust pipeline generation engine through strategic alliances and channel partnerships.
Build and execute joint business plans with key partners, including revenue, pipeline, consumption, certification, customer acquisition, and customer success objectives.
Expand Oracle's share of wallet and market penetration through ecosystem innovation and strategic market development initiatives.

Ecosystem Transformation & AI Leadership

Lead the transformation of Oracle's partner ecosystem in Mexico, creating a modern cloud, data, and AI-centric ecosystem capable of delivering sustainable growth and innovation.
Build and scale Oracle's AI ecosystem, including partners focused on Generative AI, Agentic AI, Data Platforms, Analytics, Industry AI Solutions, and emerging technologies.
Drive the adoption of Oracle AI capabilities, AI Agents, OCI AI Services, and AI-enabled business solutions across the partner community.
Recruit, develop, and enable next-generation partners, including AI-native companies, digital consultancies, startups, ISVs, and innovation-focused organizations.
Foster a culture of innovation, entrepreneurship, and ecosystem co-creation.

Partner Strategy & Governance

Develop and execute a unified partner strategy aligned with Oracle's regional and global priorities.
Define partner segmentation, investment priorities, and engagement models across strategic, growth, and emerging partner categories.
Establish governance frameworks, executive business reviews, performance scorecards, and operating cadences to ensure execution excellence.
Define and monitor ecosystem KPIs including:
Revenue contribution
Pipeline creation
Partner-sourced opportunities
Partner-influenced bookings
Cloud consumption
Certifications and specializations
Customer success outcomes
AI ecosystem adoption metrics

Sales Alignment & Customer Success

Drive strong alignment with Oracle Sales, Cloud Engineering, Customer Success, Marketing, Development, and Global Business Units.
Lead co-sell motions and joint account planning activities with strategic partners.
Support major opportunities, RFP responses, market development initiatives, and executive customer engagements.
Leverage partner expertise to improve customer outcomes, accelerate implementations, and increase customer adoption and value realization.
Ensure ecosystem engagement across the entire customer lifecycle.

Executive Stakeholder Management

Build trusted relationships with partner CEOs, founders, regional executives, and key industry stakeholders.
Influence internal and external executive audiences to drive alignment, investment, and execution.
Represent Oracle as a recognized ecosystem leader in the Mexican market.
Drive favorable partner behavior through trust, value creation, and long-term strategic engagement.

Preferred Experience & Qualifications:

Proven success leading large-scale alliances, channels, or ecosystem organizations.
Demonstrated track record of delivering revenue growth, pipeline creation, and partner-driven business outcomes.
Experience building, transforming, and scaling partner ecosystems in highly competitive markets.
Strong understanding of cloud computing, SaaS, infrastructure, data platforms, AI, Generative AI, and Agentic AI technologies.
Deep experience working with:
-Global System Integrators (GSIs)
-Regional System Integrators
-VARs
-Distributors
-ISVs
-Telecommunications providers
-Hyperscalers
-Emerging AI ecosystem partners

Experience creating and executing partner-led demand generation and co-selling strategies.
Strong knowledge of system integration, cloud transformation, and digital modernization programs.
Demonstrated change management and organizational transformation capabilities.
Ability to navigate highly matrixed and complex global organizations.
Exceptional communication, negotiation, executive presentation, and relationship-building skills.
Strong business, financial, and operational acumen.
Bachelor's degree required; advanced degree preferred.

Leadership Competencies:

Performance, Drive & Execution
Creates a high-performance culture focused on accountability, measurable outcomes, and shareholder value. Delivers results through disciplined execution and data-driven decision-making.

Commercial & Growth Orientation
Identifies and captures new market opportunities. Balances short-term business performance with long-term ecosystem value creation. Consistently drives growth through innovation and strategic partnerships.

Collaboration
Builds alignment across diverse stakeholders and functions. Creates a shared sense of purpose and drives collective ownership of business outcomes.

Communicating for Impact
Articulates strategy with clarity and conviction. Inspires confidence, mobilizes organizations, and influences executive-level decision-making.

Inspirational Leadership
Models authenticity, integrity, and leadership excellence. Develops talent and builds high-performing teams capable of thriving in dynamic environments.

Ecosystem Innovation
Champions innovation, AI adoption, and emerging technologies. Encourages experimentation, entrepreneurial thinking, and new business models.

Change Agility
Leads transformational initiatives with resilience and adaptability. Creates momentum and engagement during periods of significant change.

Mastering Complexity
Navigates ambiguity and complexity effectively. Makes sound strategic decisions while balancing competing priorities and stakeholder interests.

 

Qualifications:

Career Level - M5

Responsibilities:

Facilitates the development of strategic marketing and new business plans for all assigned partners to meet or exceed assigned business goals. Works with Partners to identify opportunities and create demand through lead generation activities and target account selling strategies. Actively track joint sales pipeline and meet or exceed quarterly and annual revenue targets. Develop and maintain relationships with global counterparts to leverage corporate initiatives and to ensure adherence to Alliances and Channel standards. Monitor partners business results, making recommendations for improvements to increase penetration for the strategic partners. Establish rules of engagement and operational escalation procedures to quickly identify and resolve issues.