Area Vice President (AVP), Data Platform Sales – Defense Industrial Base (DIB)
Assistant Vice President (AVP), Data Platform Sales – Defense Industrial Base (DIB)
Oracle Government, Defense & Intelligence is seeking an experienced Assistant Vice President (AVP), Data Platform Sales – Defense Industrial Base (DIB) to lead Oracle's Data Platform sales strategy and execution across a portfolio of Defense Industrial Base (DIB) accounts.
In this executive sales leadership role, you will be responsible for driving revenue growth, expanding Oracle's strategic presence within key defense organizations, building and strengthening executive-level customer relationships, and leading cross-functional teams to deliver transformational business outcomes. This is a highly visible leadership opportunity focused on helping some of Oracle's most strategic defense customers modernize and accelerate their data platform initiatives.
Key Responsibilities
Strategic Leadership
- Own the executive strategy for the Defense Industrial Base accounts.
- Develop and execute multi-year growth strategies aligned with Oracle's corporate objectives and customer business priorities.
- Serve as the executive sponsor for assigned accounts, ensuring alignment across Oracle's leadership and customer executive teams.
- Identify emerging market opportunities and develop strategies to accelerate Oracle's Data Platform business within the defense sector.
- Lead executive business reviews, account planning sessions, and strategic customer engagements.
Revenue Growth & Business Development
- Deliver annual software, cloud, and hardware revenue objectives across the assigned portfolio.
- Drive pipeline creation, opportunity progression, and strategic account expansion.
- Lead complex enterprise negotiations, commercial strategies, and executive-level contract discussions.
- Expand Oracle's influence across business units, subsidiaries, and affiliated organizations within assigned accounts.
Executive Customer Engagement
- Build trusted relationships with C-suite executives, including CIOs, CTOs, Chief Data Officers, CISOs, Presidents, and Business Unit leaders.
- Position Oracle as a strategic innovation partner supporting mission-critical initiatives.
- Lead executive briefings, customer advisory engagements, and industry events.
- Serve as the senior escalation point for strategic customer issues and opportunities.
Required Qualifications
- 12–15+ years of enterprise technology sales and executive account leadership experience.
- Demonstrated success managing large strategic accounts with multi-million-dollar revenue responsibility.
- Proven experience leading complex enterprise sales engagements involving executive stakeholders.
- Strong understanding of enterprise cloud, data platforms, AI, analytics, and digital transformation.
- Exceptional executive communication, negotiation, and presentation skills.
- Experience leading matrixed organizations without direct reporting authority.
- Bachelor's degree or equivalent experience.
Leadership Competencies
- Executive Leadership
- Strategic Account Management
- Business Growth & Revenue Acceleration
- Executive Relationship Development
- Organizational Influence
- Business Transformation
- Consultative Selling
- Financial Acumen
- Cross-Functional Collaboration
- Talent Development & Coaching
- Customer Advocacy
- Innovation Leadership
Success Measures
- Achievement of annual revenue objectives.
- Growth of Oracle's Data Platform and OCI business within assigned Defense Industrial Base accounts.
- Executive relationship depth and customer satisfaction.
- Strategic account expansion and competitive displacement.
- Pipeline growth and forecast accuracy.
- Successful execution of cross-functional strategic initiatives.
- Partner ecosystem development and business contribution.
- Development and mentorship of high-performing sales talent.