Customer Reference Lab Director

As the Customer Reference Lab Director, you will operate as the senior portfolio owner within Oracle’s Customer Reference Lab — a centralized team dedicated to delivering a responsive, single point of coordination for enterprise customer reference needs. In this highly visible role, you will lead the intake, prioritization, and orchestration of customer reference requests, ensuring every ask is owned with operational rigor and delivered to meet strategic objectives. You’ll facilitate partnerships across development, corporate marketing, and regional teams, clarifying priorities, aligning timelines, and driving stakeholder satisfaction.

Your ability to navigate ambiguity, manage a fast-moving pipeline, and cultivate executive-level relationships will be critical to positioning Oracle’s customer advocates in key campaigns and industry events. Through proactive communication, streamlined processes, and disciplined governance, you will elevate the impact of customer reference programs, showcasing Oracle innovation through the voices of our most valued customers.

Key Responsibilities 

• Serve as a senior portfolio owner within the Customer Reference Lab, acting as the primary coordination point for regional customer reference asks.
• Build and maintain trusted relationships with executive and senior stakeholders; create a consistent engagement cadence and governance model.
• Lead end-to-end intake and qualification of customer reference requests; clarify objectives, success criteria, timelines, and required assets.
• Prioritize and manage a pipeline of reference asks across campaigns, events, executive engagements, and strategic initiatives; track status and drive timely execution.
• Partner with development, corporate marketing, and regional teams to align on priorities and ensure readiness for customer reference activities.
• Facilitate recurring stakeholder reviews (e.g., pipeline/priority calls), provide concise executive-ready updates, and proactively manage risks, tradeoffs, and expectations.
• Identify, manage, and represent customer reference opportunities (speakers, case studies, quotes, participation in launches/events), ensuring appropriate fit and impact.
• Develop clear briefings and supporting materials for internal teams and customers to enable successful participation and consistent messaging.
• Continuously improve the stakeholder experience by refining processes, documentation, and reporting for speed, transparency, and quality.

 

Suggested Skills

• Executive stakeholder management; executive presence and influence without authority
• Portfolio/program management; pipeline intake, prioritization, and governance
• Customer advocacy/reference management or customer marketing experience
• Cross-functional leadership across development, marketing, and regional organizations
• Strong facilitation skills; ability to drive alignment and decisions in senior forums
• Clear, concise executive writing (briefs, one-pagers, status reports)
• Operational rigor: tracking, reporting, SLA/throughput mindset, continuous improvement
• Ability to manage ambiguity, competing priorities, and sensitive asks with discretion
• Experience supporting customer speakers, case studies, or high-visibility campaigns/events
• Analytical skills to communicate portfolio health and outcomes via metrics

 

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.

 

Why Join Us

Shape the way the world views Oracle by managing a portfolio of Customer Reference asks that place our customers at the heart of our most strategic campaigns and events. In this highly visible, senior-level role, you will drive engagement excellence, foster deep executive partnerships, and elevate Oracle’s narrative through the success of our customers. Become a key voice in Oracle’s ongoing story of innovation and success.

 

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Disclaimer:

Certain US customer or client-f