Customer References Director

Job Description

We are seeking a strategic, relationship-driven professional to lead customer reference engagement across Oracle's top-tier US-based enterprise customers. You will build and maintain trusted executive relationships, develop comprehensive engagement plans, and coordinate cross-functional programs designed to deliver mutual strategic value. By amplifying customer success stories, you will help accelerate Oracle solution adoption and influence both product evolution and go-to-market priorities.

Responsibilities

Key Responsibilities

• Own and execute a comprehensive customer reference strategy for high-priority US-based customers: identify target accounts, map executive stakeholders, and develop long-term engagement plans.

• Establish and deepen relationships with senior and C-Level executives (both customer and Oracle) to position customers as strategic partners and public references.

• Drive proactive executive engagement, uncovering opportunities for co-innovation, strategic advocacy, and high-impact reference initiatives.

• Translate customer business priorities into actionable Oracle engagements: reference written assets, videos, ads, customer advisory boards, events, public references, and co-marketing initiatives.

• Conduct customer interviews to capture compelling narratives about their missions and Oracle's business impact.

• Build strategic reference plans in coordination with Sales, Customer Success, Product, Engineering, Marketing, Legal, and PR to prioritize and operationalize reference commitments.

Basic Qualifications (required)

• 10+ years building executive relationships and customer-facing programs with enterprise customers, including direct engagement with C-suite and senior IT/business leaders.

• Proven experience managing strategic reference or customer advocacy programs for large enterprises.

• Demonstrated cross-functional program management skills, collaborating with Sales, Product, Marketing, and Legal to deliver customer commitments.

• Exceptional executive communication and presentation skills; proven ability to distil complex technical/business topics into compelling executive narratives.

• Willingness and ability to travel ~25% and engage onsite with customers across North America.

• Bachelor's degree or equivalent experience.

Preferred Qualifications

• Background in enterprise software, cloud services, or infrastructure (prior experience at Oracle, other cloud providers, or major software vendors preferred).

• Experience in customer reference and/or advocacy roles that cultivate customer reference activities.

• Proven ability to quantify customer value and connect reference activity to pipeline acceleration and revenue outcomes.

• Experience working with Legal/PR on public reference approvals and joint announcements.

• MBA or advanced degree a plus.

Why Join Us

Shape the way the world views Oracle, engaging with our most influential customers. You'll have direct impact on Oracle's product and go-to-market strategies, enabling high-profile customer references that fuel growth for Oracle and our customers. Become a key voice in Oracle's ongoing story of innovation and success.

#LI-JC1

Disclaimer:

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

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $109,200 to $223,400 per annum. May be eligible for bonus and equity.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:

Medical, dental, and vision insurance, including expert medical opinion

Short term disability and long term disability

Life insurance and AD&D

Supplemental life insurance (Employee/Spouse/Child)

Health care and dependent care Flexible Spending Accounts

Pre-tax commuter and parking benefits

401(k) Savings and Investment Plan with company match

Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

11 paid holidays

Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

Paid parental leave

Adoption assistance

Employee Stock Purchase Plan

Financial planning and group legal

Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

Career Level - IC5

About Us

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.

True innovation starts when everyone is empowered to contribute. That's why we're committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing [email protected] or by calling 1-888-404-2494 in the United States.

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.