Come and join us!
Lead Oracle’s AI Data Platform go-to-market: drive measurable growth, customer value, and partner impact across cloud services, software licenses, and engineered systems. We’re seeking a hands-on, outcomes-focused sales leader with deep AI data platform expertise, strong operating rigor, and a track record of building high-performing teams.
Role Summary
You will own regional sales performance and customer success for Oracle’s AI Data Platform portfolio, spanning Oracle Cloud Infrastructure (OCI), Autonomous Database, Cloud Data Warehouse and Lakehouse, Data Integration/Replication (including GoldenGate), Governance & Security, Analytics/BI (Oracle Analytics Cloud), software licensing, and hardware/engineered systems (e.g., Exadata). You will set strategy, lead front-line managers and Account Executives, partner tightly with Solution Engineering and Alliances, and engage C-level stakeholders to land and expand multi-year, multi-pillar AI data programs. Your remit includes net-new acquisition, migrations/modernization, consumption growth, and cross-portfolio attach.
Key Focus Areas
- Oracle AI Data Platform portfolio: Autonomous Database, Cloud DW/Lakehouse, Data Integration/Replication (GoldenGate, OCI Data Integration), Governance/Security, Analytics/BI—plus software license and engineered systems aligned to OCI.
- Data strategies to enable AI execution: Design and sell data strategies that operationalize AI—covering data quality, governance, lineage, MLOps/ModelOps integrations, and performance/scale for AI workloads.
- Data convergence, consolidation, and standardization: Help customers rationalize estates onto Oracle’s AI Data Platform to lower TCO, improve security, and accelerate time-to-value.
- Cloud migration and modernization: Accelerate database, analytics, and AI data workload moves to OCI and engineered systems; support hybrid and multicloud patterns, including Oracle Database@Azure and partnerships with AWS and Google Cloud.
- Industry outcomes: Align AI data platform capabilities to vertical use cases; sponsor lighthouse wins and build repeatable references.
Responsibilities
Strategy and GTM leadership
- Build and execute regional strategy, coverage, and territory plans; prioritize segments and vertical plays for the AI Data Platform to maximize TAM.
- Define competitive positioning and value frameworks (ROI/TCO/Time-to-Value) to win must-win deals.
Revenue ownership and operating rigor
- Own the number: ensure 3–4x pipeline coverage, forecast accuracy, attainment, and deal velocity across cloud, license, and hardware.
- Run weekly operating cadences (pipeline inspection, top-deal reviews, forecast calls) with disciplined methodologies (e.g., MEDDICC); maintain stage hygiene and close plans.
Field leadership and talent development
- Recruit, hire, and develop high-performing sales managers/AEs; set clear expectations and coach to outcomes; recognize and remediate performance gaps early.
- Drive account planning, multi-pillar attach, and expansion motions (consumption, upgrade, and cross-sell) centered on the AI Data Platform.
Executive and customer engagement
- Build trusted relationships with CIO/CDO/CISO/CFO and LoB leaders; lead value workshops and executive briefings focused on AI data strategies; unblock escalations quickly.
- Champion customer success, renewals, and expansion through clear success plans with Customer Success and Consulting.
Cross-functional orchestration
- Partner with Solution Engineering, Product, Marketing, Consulting, and Alliances/SIs/ISVs to execute integrated pursuits and co-sell motions around the AI Data Platform.
- Align field with product roadmaps and launches; ensure enablement, assets, and references are available and adopted.
Demand generation and partner impact
- Activate ABM and campaign motions with Marketing/BDR; convert program responses into qualified pipeline.
- Grow partner-sourced and influenced pipeline; establish joint account plans and QBRs with strategic SIs/ISVs/channel; leverage multicloud partnerships (Oracle Database@Azure, AWS, Google Cloud).
Governance, compliance, and risk
- Adhere to Oracle sales processes and deal governance; manage commercial policy, pricing discipline, and security/compliance requirements by industry.
Requirements
- 5+ years of sales leadership in cloud/data platform (preferably AI data platform) or enterprise software with consistent overachievement leading front-line teams or managers.
- Proven ability to recruit, develop, and retain top sales talent; strong coaching, inspection, and performance management.
- Deep understanding of AI Data Platform domains: databases/DW/lakehouse, data integration/replication, governance/security, analytics/BI, and commercial motions for cloud services, software license, and hardware/engineered systems.
- Demonstrated success in complex enterprise sales and negotiations at C-level; ability to construct executive business cases and land multi-year, multi-pillar AI data deals.
- Analytical rigor with proficiency in pipeline analytics, forecasting, and KPI management.
- Excellent executive presence, communication, and presentation skills; effective with both technical and business stakeholders.
- Bachelor’s degree required; advanced degree or technical background (CS/Engineering/Data) preferred.
Preferred Qualifications
- 10+ years enterprise technology/cloud sales experience; 5+ years leading multi-disciplinary or multi-regional teams.
- Experience selling Oracle AI Data Platform or comparable solutions; strong partner ecosystem acumen and co-sell experience.
- Proficiency in modern AI data architectures (DW, lakehouse, streaming), data governance/security, licensing constructs, and positioning of engineered systems.
- Strong consultative and value-based selling capabilities; superior public speaking and executive facilitation.
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.
Disclaimer:
Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range in USD from: $144,000 to $284,300 per annum. May be eligible for equity and compensation deferral. Eligible for commission with an estimated pay mix of 45/55.
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 - M4