Director, Oracle Strategic Alliances

Description

Role Summary

RFgen Software is seeking a senior, experienced Director of Oracle Strategic Alliances to build and execute a focused alliance motion within the Oracle SCM ecosystem, with initial emphasis on Aerospace and Defense and Process Manufacturing.

This role is not about recruiting partners or running a partner program. It is about creating repeatable, SI-friendly deal motions that position RFgen as the preferred mobile and edge execution layer in complex Oracle SCM environments, especially where prior mobility solutions have failed to scale.

The ideal candidate has lived inside an Oracle System Integrator or adjacent ISV ecosystem, understands why mobility implementations can fail post-go-live, and can engage credibly with SI practice leaders and Oracle field sales to design RFgen into deals early.

Key Responsibilities

• Strategic Alliance Development
  • Build and execute a focused Oracle alliance strategy targeting a small number (~10) of mid-tier, industry-aligned Oracle SIs
  • Establish RFgen as a designed-in mobility platform for Oracle SCM engagements, not a bolt-on tool
  • Develop joint go-to-market motions for Aerospace and Defense and Process Manufacturing customers
• SI and Oracle Field Engagement
  • Build trusted relationships with:
    • Oracle SCM sales leadership and industry teams
    • Oracle SI practice leads and solution architects
  • Act as an executive-level bridge between RFgen, Oracle, and SI partners
  • Position RFgen as the risk-reduction and recovery platform when mobility complexity emerges post-go-live
• Deal Influence & Pipeline Creation
  • Influence and support active Oracle opportunities by:
    • Shaping solution architecture
    • Supporting pre-sales strategy
    • Helping SIs avoid delivery risk tied to brittle mobility designs
  • Drive partner-influenced and partner-sourced pipeline aligned to RFgen’s mid-market ARR profile ($50k–$100k typical deals)
• Repeatable Motion Creation
  • Help define and document:
    • Fixed-scope mobility and labeling motions
    • Reference architectures aligned to Oracle SCM
    • Joint win stories and case studies
  • Ensure alliance efforts result in repeatable, scalable motions, not one-off deals

What This Role Is Not

• Not a channel manager role
• Not a reseller recruitment role
• Not a pure quota-carrying sales position
• Not a marketing or enablement-only function

Requirements

• Required Experience
  • 10 years in the Oracle ecosystem, preferably with:
    • An Oracle System Integrator (delivery leadership, practice leadership, or industry lead), or
    • A complementary Oracle-aligned ISV in an alliances or GTM role
  • Deep understanding of Oracle SCM (EBS, Cloud SCM, or JD Edwards)
  • Firsthand experience with:
    • Complex ERP mobility or shop-floor solutions
    • Post-go-live operational challenges
    • SI delivery risk and margin pressure
• Highly Desired
  • Background in Aerospace & Defense and/or Process Manufacturing
  • Experience recovering or replacing failed mobility implementations
  • Credibility with Oracle field sales and SI architects
  • Ability to operate autonomously in a build-phase alliance role
• Personal Attributes
  • Executive presence and strong business judgment
  • Comfortable challenging conventional SI approaches
  • Pragmatic, hands-on, and outcome-oriented
  • Able to navigate politically sensitive situations with confidence and professionalism
•  Compensation and Ramp
  • Base Salary: ~$200,000
  • Variable Compensation: ~$65,000–$75,000 (aligned to partner-influenced ARR and strategic milestones)
  • OTE: ~$265,000–$275,000
  • Ramp Period: 5–6 months with reduced revenue expectations and milestone-weighted incentives
  • Travel & Entertainment Budget: $25,000–$40,000 annually

RFgen is a privately held company; equity is not part of this role.

Why RFgen

RFgen is a proven, enterprise-grade mobility platform trusted by global manufacturers and regulated industries. Unlike many mobility solutions, RFgen is designed to absorb real-world operational complexity like evolving workflows, offline execution, advanced technology integration (RFID, RTLS, GPS, etc.), and ensuring maximum performance / user satisfaction, without forcing disruptive rewrites or requiring 3rd party bolt-ons.

This role offers the opportunity to shape RFgen’s Oracle alliance strategy from the ground up, with direct executive visibility and the ability to make a measurable impact on the company’s growth.

Salary : $200,000 - $275,000