Oracle is seeking a Senior Director, State & Local Public Sector Sales to lead a national team of territory sellers focused on expanding Oracle Health and Life Sciences products and services across state agencies, local agencies, public health organizations, and related government entities. This leader will own the strategy, execution, forecasting, and performance of the state and local public sector sales organization. The role is responsible for driving ARR growth, expanding Oracle’s footprint across priority accounts, developing executive-level customer relationships, building high-performing sales teams, and aligning Oracle’s broader ecosystem around customer outcomes. Oracle Health supports providers, payers, and public health organizations with secure, cloud-based solutions designed to streamline operations, safeguard patient data, and deliver near real-time insights. Oracle Life Sciences solutions support clinical trials, safety case management, data unification, and business operations across the life sciences ecosystem.
Internal Responsibilities
Key Responsibilities
Sales Strategy and Revenue Growth
- Develop and execute a comprehensive national sales strategy for Oracle Health and Life Sciences solutions across the state and local government market.
- Own ARR growth, pipeline creation, bookings, forecast accuracy, renewal/expansion motions, and overall sales performance for the assigned public sector segment.
- Build state- and locality-specific territory plans that account for agency priorities, procurement cycles, budget timelines, legislative funding, public health mandates, and modernization initiatives.
- Identify and prioritize strategic opportunities across state health departments, Medicaid agencies, human services organizations, public health agencies, county and municipal governments, and adjacent public sector entities.
- Lead large, complex enterprise sales cycles, including executive engagement, value positioning, negotiation of price and terms, procurement navigation, and deal closure.
- Increase Oracle Health and Life Sciences market share and close whitespace.
Team Leadership
- Coach and retain a high-performing team of territory sellers focused on state and local public sector accounts.
- Set clear performance expectations, inspect pipeline health, conduct weekly progress reviews, and create a culture of accountability, collaboration, customer focus, and continuous improvement.
- Develop sales talent through structured coaching, opportunity reviews, account planning, Oracle sales methodology adoption, and executive deal strategy.
- Ensure the team accurately forecasts revenue, manages account plans, advances strategic opportunities, and maintains strong CRM hygiene.
Customer and Market Leadership
- Serve as an executive sponsor for strategic state and local accounts, building trusted relationships with agency leaders, CIOs, health officials, procurement leaders, program executives, and other senior stakeholders.
- Understand public sector customer missions and translate Oracle’s health and life sciences capabilities into outcomes related to public health modernization, data-driven decision-making, interoperability, operational efficiency, constituent service, compliance, and mission impact.
- Manage escalations and coordinate Oracle resources to resolve customer issues, protect customer satisfaction, and strengthen long-term relationships.
- Represent Oracle externally at public sector, healthcare, life sciences, and government technology forums as needed.
Cross-Functional Collaboration
- Partner closely with Cloud, Consulting, Customer Success, Product, Legal, Finance, Alliances and Channels, and Global Business Practice teams to develop integrated account strategies and execute against growth priorities.
- Build joint account plans to drive customer adoption, expansion, and long-term success.
- Collaborate with third-party vendors, systems integrators, and channel partners to strengthen Oracle’s public sector go-to-market approach.
- Provide market feedback to product, strategy, and leadership teams regarding public sector customer needs, competitive dynamics, procurement trends, and emerging opportunities.
Required Qualifications
- 10+ years of enterprise software, cloud, healthcare technology, life sciences technology, or public sector technology sales experience.
- 5+ years of sales leadership experience managing quota-carrying sellers, regional sales teams, or public sector sales organizations.
- Proven success selling into or leading teams focused on state and local government agencies, public health organizations, Medicaid or human services agencies, healthcare entities, or adjacent regulated public sector markets.
- Demonstrated ability to grow ARR, manage complex pipelines, deliver accurate forecasts, and exceed revenue targets.
- Experience leading large, strategic, multi-stakeholder sales cycles involving executive buyers, procurement teams, legal review, partner ecosystems, and long buying cycles.
- Strong understanding of public sector procurement, government budgeting cycles, contract vehicles, compliance requirements, and agency decision-making processes.
- Experience building account strategies, territory plans, opportunity reviews, and executive engagement plans.
- Ability to lead cross-functional teams without direct authority and align internal stakeholders around customer outcomes.
- Excellent executive presence, communication, negotiation, coaching, and organizational leadership skills.
- Ability to travel as needed to meet with customers, partners, and Oracle teams.
Preferred Qualifications
- Experience with healthcare, public health, Medicaid, human services, clinical systems, EHR, health data, interoperability, population health, life sciences, clinical research, pharmacovigilance, or healthcare analytics solutions.
- Experience selling Oracle Health, Oracle Life Sciences, Oracle Cloud Infrastructure, Oracle applications, data platforms, analytics, AI, consulting, or managed services.
- Established relationships within state and local agencies, public health organizations, healthcare authorities, or government technology ecosystems.
- Experience leading sellers through business transformation, market expansion, new product introduction, or transition to cloud/SaaS/ARR-based selling models.
- Familiarity with partner-led selling, systems integrators, public sector contract vehicles, and alliance-based growth motions.
External Responsibilities
Key Responsibilities
Sales Strategy and Revenue Growth
- Develop and execute a comprehensive national sales strategy for Oracle Health and Life Sciences solutions across the state and local government market.
- Own ARR growth, pipeline creation, bookings, forecast accuracy, renewal/expansion motions, and overall sales performance for the assigned public sector segment.
- Build state- and locality-specific territory plans that account for agency priorities, procurement cycles, budget timelines, legislative funding, public health mandates, and modernization initiatives.
- Identify and prioritize strategic opportunities across state health departments, Medicaid agencies, human services organizations, public health agencies, county and municipal governments, and adjacent public sector entities.
- Lead large, complex enterprise sales cycles, including executive engagement, value positioning, negotiation of price and terms, procurement navigation, and deal closure.
- Increase Oracle Health and Life Sciences market share and close whitespace.
Team Leadership
- Coach and retain a high-performing team of territory sellers focused on state and local public sector accounts.
- Set clear performance expectations, inspect pipeline health, conduct weekly progress reviews, and create a culture of accountability, collaboration, customer focus, and continuous improvement.
- Develop sales talent through structured coaching, opportunity reviews, account planning, Oracle sales methodology adoption, and executive deal strategy.
- Ensure the team accurately forecasts revenue, manages account plans, advances strategic opportunities, and maintains strong CRM hygiene.
Customer and Market Leadership
- Serve as an executive sponsor for strategic state and local accounts, building trusted relationships with agency leaders, CIOs, health officials, procurement leaders, program executives, and other senior stakeholders.
- Understand public sector customer missions and translate Oracle’s health and life sciences capabilities into outcomes related to public health modernization, data-driven decision-making, interoperability, operational efficiency, constituent service, compliance, and mission impact.
- Manage escalations and coordinate Oracle resources to resolve customer issues, protect customer satisfaction, and strengthen long-term relationships.
- Represent Oracle externally at public sector, healthcare, life sciences, and government technology forums as needed.
Cross-Functional Collaboration
- Partner closely with Cloud, Consulting, Customer Success, Product, Legal, Finance, Alliances and Channels, and Global Business Practice teams to develop integrated account strategies and execute against growth priorities.
- Build joint account plans to drive customer adoption, expansion, and long-term success.
- Collaborate with third-party vendors, systems integrators, and channel partners to strengthen Oracle’s public sector go-to-market approach.
- Provide market feedback to product, strategy, and leadership teams regarding public sector customer needs, competitive dynamics, procurement trends, and emerging opportunities.
Required Qualifications
- 10+ years of enterprise software, cloud, healthcare technology, life sciences technology, or public sector technology sales experience.
- 5+ years of sales leadership experience managing quota-carrying sellers, regional sales teams, or public sector sales organizations.
- Proven success selling into or leading teams focused on state and local government agencies, public health organizations, Medicaid or human services agencies, healthcare entities, or adjacent regulated public sector markets.
- Demonstrated ability to grow ARR, manage complex pipelines, deliver accurate forecasts, and exceed revenue targets.
- Experience leading large, strategic, multi-stakeholder sales cycles involving executive buyers, procurement teams, legal review, partner ecosystems, and long buying cycles.
- Strong understanding of public sector procurement, government budgeting cycles, contract vehicles, compliance requirements, and agency decision-making processes.
- Experience building account strategies, territory plans, opportunity reviews, and executive engagement plans.
- Ability to lead cross-functional teams without direct authority and align internal stakeholders around customer outcomes.
- Excellent executive presence, communication, negotiation, coaching, and organizational leadership skills.
- Ability to travel as needed to meet with customers, partners, and Oracle teams.
Preferred Qualifications
- Experience with healthcare, public health, Medicaid, human services, clinical systems, EHR, health data, interoperability, population health, life sciences, clinical research, pharmacovigilance, or healthcare analytics solutions.
- Experience selling Oracle Health, Oracle Life Sciences, Oracle Cloud Infrastructure, Oracle applications, data platforms, analytics, AI, consulting, or managed services.
- Established relationships within state and local agencies, public health organizations, healthcare authorities, or government technology ecosystems.
- Experience leading sellers through business transformation, market expansion, new product introduction, or transition to cloud/SaaS/ARR-based selling models.
- Familiarity with partner-led selling, systems integrators, public sector contract vehicles, and alliance-based growth motions.
