OCI & AI Infrastructure Pursuits Lead

Job Description

Organization Overview

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

#LI-ES2

Responsibilities

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

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

Disclaimer:

Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from: $102,300 to $209,500 per annum. May be eligible for bonus and equity.

Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.

Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:

1. Medical, dental, and vision insurance, including expert medical opinion

2. Short term disability and long term disability

3. Life insurance and AD&D

4. Supplemental life insurance (Employee/Spouse/Child)

5. Health care and dependent care Flexible Spending Accounts

6. Pre-tax commuter and parking benefits

7. 401(k) Savings and Investment Plan with company match

8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.

9. 11 paid holidays

10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.

11. Paid parental leave

12. Adoption assistance

13. Employee Stock Purchase Plan

14. Financial planning and group legal

15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.

As part of Oracle's onboarding process and consistent with applicable law, US-based employees are required to complete identity verification, which involves the collection and processing of their biometric information. Accommodations to this requirement may be granted following an individualized assessment.

About Us

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.

True innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing [email protected] or by calling 1-888-404-2494 in the United States.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.