Role Overview
Oracle is seeking a senior leader to serve as a OCI & AI Infrastructure Pursuits Lead within the Global AI Infrastructure & Strategic Pursuits organization.
This lead will operate at the intersection of sales, engineering, and executive leadership, owning end-to-end engagement for priority accounts. This includes owning revenue generation and customer acquisition for cloud infrastructure solutions, including compute, GPU/AI capacity, storage, and networking. This role requires leadership in end-to-end sales cycles for large-scale, complex deals with enterprises and hyperscale customers, driving long-term partnerships and multi-year contracts.
Key Responsibilities
Revenue Ownership & Pipeline Development
- Build and manage a high-value pipeline across enterprise and strategic accounts
- Identify and close large-scale infrastructure deals (e.g., AI clusters, GPU capacity, multi-region deployments)
- Consistently meet/exceed quota targets (ARR, TCV, prepay structures)
Strategic Account Management
- Own executive relationships across customer organizations (CIO, CTO, Head of Infrastructure, AI leaders)
- Develop account strategies aligned to customer growth (AI/ML, data platforms, cloud migration)
- Expand footprint through multi-product adoption (compute, storage, networking, AI services)
Complex Deal Execution
- Lead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, close
- Structure commercial models (reserved capacity, consumption, prepay, hybrid deals)
- Navigate procurement, legal, and finance stakeholders on both sides
Go-to-Market Strategy
- Define and execute GTM plans for infrastructure offerings (compute, GPU, storage, networking)
- Segment target markets (e.g., AI/ML, enterprise IT, SaaS, gaming, HPC)
- Align pricing, packaging, and regional rollout strategies
Product Positioning & Messaging
- Craft clear, differentiated messaging against competitors (AWS, Azure, GCP, specialized GPU clouds)
- Translate technical capabilities into business value (cost/performance, scalability, latency, reliability)
- Develop sales narratives for executive and technical buyers
Technical & Business Value Selling
- Translate infrastructure capabilities into business outcomes (cost efficiency, performance, scalability)
- Partner with solutions architects to design high-performance architectures (AI training, inference, HPC)
- Build ROI/TCO models to justify large capital and operating commitments
Cross-Functional Leadership
- Work closely with inbound PMs, engineering, finance, and operations
- Align product roadmap with market demand and commercialization strategy
- Coordinate launches across marketing, PR, and partner ecosystems
Required Qualifications
- 5-10+ years in product management, product marketing, or cloud infrastructure GTM roles
- Deep understanding of cloud infrastructure (compute, GPUs, storage, networking, data centers)
- Experience working with large enterprise or hyperscale customers
- Strong commercial acumen (pricing, deal structuring, revenue modeling)
- Ability to translate technical concepts into business outcomes
- Executive presence with experience supporting C-level engagements
- Structure and negotiate tailored commercial frameworks to support large-scale, strategic engagements
- Align with global leadership priorities, including CEO-directed initiatives and high-visibility pursuits
- Coordinate cross-functional resources to ensure successful execution across sales, product, and delivery teams
- Provide market insights and feedback to inform global strategy and product direction
- This role will have key coverage on China market and fluency in both English and Mandarin (Chinese) is required
Preferred Qualifications
- Significant experience in enterprise technology sales, cloud infrastructure, or AI-related solutions
- Proven track record of leading large, complex deals with strategic customers
- Strong understanding of regional enterprise landscapes
- Experience working across sales, engineering, and executive stakeholders in a global organization
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Career Level - IC5