OCI & AI Infrastructure Pursuits Lead

Oracle Corporation • New York, NY, United States, US • 1h ago

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

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

Internal Responsibilities

Oracle Cloud Infrastructure (OCI) is accelerating global growth through advanced AI infrastructure and strategic customer engagement. 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.

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

External Responsibilities

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.

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

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