OCI & AI Infrastructure Pursuits Lead

Oracle•United States,

7d•$102,300 - $209,500

About The Position

Oracle is seeking a senior leader for its Global AI Infrastructure & Strategic Pursuits organization. The role operates at the intersection of sales, engineering, and executive leadership, owning end-to-end engagement for priority accounts and revenue generation and customer acquisition for cloud infrastructure solutions, including compute, GPU/AI capacity, storage, and networking. The lead drives complex, large-scale sales cycles with enterprise and hyperscale customers, building long-term partnerships and multi-year contracts. The role also develops go-to-market strategies and product positioning for infrastructure offerings, translates technical capabilities into business outcomes, and works with solutions architects and cross-functional teams to shape architectures, commercial models, product roadmaps, and launches. The position is responsible for aligning high-visibility pursuits with global leadership priorities and providing market feedback to inform strategy and product direction.

Requirements

5–10+ years of experience in product management, product marketing, or cloud infrastructure go-to-market roles.
Deep understanding of cloud infrastructure, including compute, GPUs, storage, networking, and data centers.
Experience working with large enterprise or hyperscale customers.
Strong commercial acumen, including pricing, deal structuring, and revenue modeling.
Ability to translate technical concepts into business outcomes.
Executive presence and experience supporting C-level engagements.
Ability to structure and negotiate tailored commercial frameworks for large-scale strategic engagements.
Ability to align with global leadership priorities and coordinate cross-functional resources.
Ability to provide market insights and feedback to inform strategy and product direction.

Nice To Haves

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.

Responsibilities

Build and manage a high-value pipeline across enterprise and strategic accounts.
Identify and close large-scale infrastructure deals, including AI clusters, GPU capacity, and multi-region deployments.
Meet or exceed quota targets for ARR, TCV, and prepay structures.
Own executive relationships across customer organizations, including CIOs, CTOs, infrastructure heads, and AI leaders.
Develop account strategies aligned to customer growth in AI/ML, data platforms, and cloud migration.
Expand customer adoption across compute, storage, networking, and AI services.
Lead end-to-end sales cycles, including discovery, solutioning, pricing, negotiation, and close.
Structure commercial models such as reserved capacity, consumption, prepay, and hybrid deals.
Navigate procurement, legal, and finance stakeholders on both sides of transactions.
Define and execute go-to-market plans for compute, GPU, storage, and networking offerings.
Segment target markets, including AI/ML, enterprise IT, SaaS, gaming, and HPC.
Align pricing, packaging, and regional rollout strategies.
Develop differentiated competitive messaging and sales narratives for executive and technical buyers.
Translate technical capabilities into business value, including cost efficiency, performance, scalability, latency, and reliability.
Partner with solutions architects to design high-performance architectures for AI training, inference, and HPC.
Build ROI/TCO models to support large capital and operating commitments.
Work with product management, engineering, finance, and operations; align product roadmaps with market demand and commercialization strategy.
Coordinate launches across marketing, PR, and partner ecosystems.
Structure and negotiate tailored commercial frameworks for large-scale strategic engagements.
Align with global leadership priorities, including CEO-directed initiatives and high-visibility pursuits.
Coordinate cross-functional resources to support execution across sales, product, and delivery teams.
Provide market insights and feedback to inform global strategy and product direction.