OCI & AI Infrastructure Pursuits Lead

Job Title:

OCI & AI Infrastructure Pursuits Lead

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

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

• Career Level

• IC5

Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments. Engages in many areas of business development to include strategy, programs, demand generation, building pipeline, increasing deal size, and account planning. Analyzes market data to identify trends/opportunities and develops strategic direction from market information. Identifies volume and strategic customers. Primary interaction is with Oracle sales force; however, may interact with external customers as it relates to the development and facilitation of ongoing business and/or business relationship. Supports the business by interfacing with the sales organization and other internal groups (such as Product Development, Operations, GBUs, Marketing, etc.)