Strategic Partnerships Account Executive, Oracle - 1045

Quantinuum is seeking a Strategic Partnerships Account Executive to lead and expand our global relationship with Oracle. This is a highly strategic role focused on developing Oracle as a long-term growth partner, driving joint commercial opportunities, accelerating adoption of Quantinuum solutions through Oracle Cloud Infrastructure (OCI), and positioning Quantinuum as Oracle's preferred quantum computing partner. 

As the dedicated account leader for Oracle, you will serve as the primary commercial owner of the relationship, working across Oracle's cloud, AI, innovation, industry, alliances, and field sales organisations. You will develop and execute a multi-year account strategy designed to increase revenue, expand market reach, create new customer opportunities, and strengthen the partnership between the two companies. 

Success in this role requires a combination of enterprise sales leadership, strategic alliance management, executive stakeholder engagement, and the ability to orchestrate complex initiatives across commercial, technical, product, research, and marketing teams. You will be responsible for identifying, shaping, negotiating, and closing opportunities while helping Oracle and Quantinuum jointly bring quantum-powered solutions to enterprise customers worldwide. 

Key Responsibilities:

Strategic Account Leadership 

• Own the global Oracle relationship and act as the primary commercial leader for all account-related activities. 

• Develop and execute a comprehensive multi-year account strategy aligned to Quantinuum's commercial objectives. 

• Build trusted relationships across Oracle executive leadership, cloud, AI, alliances, industry, engineering, and field sales teams. 

• Maintain detailed account plans, stakeholder maps, opportunity pipelines, and growth strategies. 

Joint Go-to-Market Execution 

• Develop and execute joint business plans with Oracle to drive market expansion and revenue growth. 

• Identify and pursue co-sell opportunities across Oracle's enterprise customer base. 

• Collaborate with Oracle sales teams to position Quantinuum solutions within customer transformation, AI, analytics, optimization, simulation, and innovation initiatives. 

• Drive creation of repeatable industry solutions that combine Quantinuum quantum capabilities with OCI infrastructure. 

Opportunity Development & Revenue Growth 

• Own partner-influenced pipeline and revenue targets associated with the Oracle ecosystem. 

• Lead the full commercial lifecycle from opportunity identification through contract execution. 

• Shape complex enterprise opportunities involving cloud services, quantum access, professional services, research collaborations, and strategic partnerships. 

• Develop commercial business cases that demonstrate measurable customer value and accelerate purchasing decisions. 

Executive Stakeholder Management 

• Build and maintain senior relationships with Oracle executives and key decision makers. 

• Lead executive business reviews and strategic planning sessions. 

• Coordinate executive engagement between Oracle and Quantinuum leadership teams. 

• Act as a trusted advisor on enterprise quantum computing adoption and market opportunities. 

Ecosystem & Market Development 

• Expand awareness and adoption of Quantinuum solutions throughout the Oracle ecosystem. 

• Support joint marketing initiatives, customer events, conferences, analyst briefings, and industry engagements. 

• Identify and develop opportunities with Oracle's strategic customers, partners, and system integrators. 

• Gather market intelligence and customer feedback to inform product, GTM, and partnership strategy. 

Cross-Functional Leadership 

• Partner closely with Product, Applications, Research, Technical Sales, Marketing, Legal, and Finance teams. 

• Coordinate technical workshops, proofs of concept, pilot engagements, and customer demonstrations. 

• Ensure customer requirements and market insights are effectively communicated to internal stakeholders. 

• Support smooth transition from sales to delivery and customer success functions. 

You Must Have:

• Bachelor's degree or equivalent experience. 

• 10+ years of experience in enterprise technology sales, strategic accounts, cloud partnerships, or alliance management. 

• Demonstrated success managing global strategic accounts with annual contract values in the millions of dollars. 

• Experience developing and closing complex enterprise software, cloud, infrastructure, AI, HPC, or emerging technology opportunities. 

• Strong executive presence with proven ability to influence senior business and technical stakeholders. 

• Experience building and executing joint go-to-market strategies with technology partners. 

We Value:

• Experience working directly with Oracle, Oracle Cloud Infrastructure (OCI), or the wider Oracle partner ecosystem. 

• Understanding of quantum computing, quantum software, optimization, simulation, or adjacent emerging technologies. 

• Experience selling cloud, AI, HPC, data platforms, or advanced computing technologies. 

• Knowledge of enterprise innovation programs and digital transformation initiatives. 

• Ability to operate effectively across highly technical and commercial stakeholder groups. 

• Background in technology, engineering, computer science, physics, mathematics, or a related field. 

• Experience leading complex global partnerships involving co-selling, joint solution development, and executive governance.