Job Description:The
Head of Global Technology Partners is responsible for defining, leading, and executing Vertex's strategic partnership with Oracle. This role owns the Oracle relationship end-to-end, including executive engagement, joint business planning, solution and integration strategy, partner enablement, commercial alignment, and joint go-to-market execution. Serving as Vertex's senior leader for the Oracle ecosystem, this position works closely with cross-functional teams, including product, sales, marketing, alliances, solutions, and legal-to strengthen Vertex's presence within the Oracle ecosystem and drive measurable revenue and product outcomes. The role initially leads to a small matrixed team, with anticipated growth in scope and headcount as the partnership expands.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:- Own and lead Vertex's overall Oracle partnership strategy across product, commercial, and ecosystem initiatives.
- Build, maintain, and deepen senior-level relationships with key Oracle stakeholders across alliances, product, cloud, sales, industry, and partner organizations.
- Develop and execute joint business plans with Oracle, including strategic priorities, pipeline targets, partner initiatives, and performance metrics.
- Identify and drive joint solution development, integrations, co-sell motions, and co-innovation opportunities within the Oracle ecosystem.
- Align internal cross-functional teams to support Oracle partnership priorities, including product, field sales, marketing, solution engineering, customer success, and legal.
- Define and operationalize rules of engagement with Oracle, including account mapping, opportunity prioritization, commercial alignment, and escalation paths.
- Lead joint go-to-market readiness through partner enablement, sales plays, technical readiness, field alignment, and marketing activation.
- Identify whitespace opportunities through joint account planning, pipeline analysis, and market insights.
- Support the development of new commercial models and joint offerings, including embedded, OEM, marketplace, or other partner-led routes to market.
- Monitor partnership performance, including pipeline creation, influenced revenue, solution adoption, and progress against strategic initiatives.
- Proactively identify risks or performance gaps and implement corrective action plans.
- Serve as the internal and external executive spokesperson for Vertex's Oracle partnership.
SUPERVISORY RESPONSIBILITIES: - Lead and develop a small matrixed team focused on Oracle partnership execution, with potential for future direct team growth.
- Provide strategic direction and influence to cross-functional teams supporting Oracle initiatives.
- Establish clear objectives, accountability, and operating cadence for partnership planning, execution, and performance reviews.
- Coach and influence senior stakeholders to ensure consistent execution against Oracle partnership priorities.
REQUIRED QUALIFICATIONS: - Senior-level experience leading technology partnerships, strategic alliances, or ecosystem partnerships within enterprise software environments.
- Proven success owning and scaling a strategic partnership with Oracle or a comparable Tier 1 enterprise software ecosystem.
- Demonstrated ability to build trusted executive relationships and operate effectively at the C-level.
- Strong commercial acumen, including joint business planning, co-sell strategy, revenue alignment, and performance management.
- Experience leading complex, cross-functional initiatives in highly matrixed organizations.
- Deep understanding of enterprise software ecosystems, including cloud platforms, ERP, data, integration, and ISV partnerships.
- Strong communication, stakeholder management, and decision-making skills, with the ability to translate strategy into execution.
- Bachelor's degree in business, Technology, or a related field required.
PREFERRED QUALIFICATIONS: - Director or Senior Director-level experience in technology partnerships, strategic alliances, or partner business development.
- Direct experience working at Oracle in alliances, ecosystem, cloud, or ISV-related roles, and/or direct experience owning the Oracle relationship from an ISV or enterprise software company
COMMENTS:The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
