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OCI & AI Infrastructure Pursuits Lead

Oracle · United States · 4 wk ago
RemoteRemoteMarketing$102k–$210k/yrFull-time

Role Overview

The Global AI Infrastructure & Strategic Pursuits organization owns all OCI sales globally and leads high-impact OCI initiatives across regions, partnering with executive leadership, engineering, and field teams to deliver complex, large-scale opportunities. Oracle is seeking a senior leader to serve as a OCI & AI Infrastructure Pursuits Lead within this organization.

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

Qualifications

  • 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

  • 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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