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