Business Development Director

Responsibilities

• Revenue Ownership & Pipeline Development
• o Build and manage a high-value pipeline across enterprise and strategic accounts
• o Identify and close large-scale infrastructure deals (e.g., AI clusters, GPU capacity, multi-region deployments)
• o Consistently meet/exceed quota targets (ARR, TCV, prepay structures)
• Strategic Account Management
• o Own executive relationships across customer organizations (CIO, CTO, Head of Infrastructure, AI leaders)
• o Develop account strategies aligned to customer growth (AI/ML, data platforms, cloud migration)
• o Expand footprint through multi-product adoption (compute, storage, networking, AI services)
• Complex Deal Execution
• o Lead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, close
• o Structure commercial models (reserved capacity, consumption, prepay, hybrid deals)
• o Navigate procurement, legal, and finance stakeholders on both sides
• Go-to-Market Strategy
• o Define and execute GTM plans for infrastructure offerings (compute, GPU, storage, networking)
• o Segment target markets (e.g., AI/ML, enterprise IT, SaaS, gaming, HPC)
• o Align pricing, packaging, and regional rollout strategies
• Product Positioning & Messaging
• o Craft clear, differentiated messaging against competitors (AWS, Azure, GCP, specialized GPU clouds)
• o Translate technical capabilities into business value (cost/performance, scalability, latency, reliability)
• o Develop sales narratives for executive and technical buyers
• Technical & Business Value Selling
• o Translate infrastructure capabilities into business outcomes (cost efficiency, performance, scalability)
• o Partner with solutions architects to design high-performance architectures (AI training, inference, HPC)
• o Build ROI/TCO models to justify large capital and operating commitments
• Cross-Functional Leadership
• o Work closely with inbound PMs, engineering, finance, and operations
• o Align product roadmap with market demand and commercialization strategy
• o 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

Requirements

• 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

Additional Information

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.

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