Business Development Consultant 4-Corp Plan

Oracle; United States; On-site; USD 102,000 - 210,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) Savings and company match

Stock Purchase Plan

Paid time off and holidays

Job summary

Oracle is seeking a senior OCI & AI Infrastructure Pursuits Lead to own end-to-end engagement for priority accounts, bridging sales, engineering, and executive leadership.

You will drive revenue, shape GTM plans, manage strategic deals, and partner with solutions architects to design high-performance architectures for enterprise-scale deployments.

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)
• Executive presence with experience supporting C-level engagements

Responsibilities

• Build and manage a high-value pipeline across enterprise and strategic accounts
• Lead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, close
• Define and execute GTM plans for infrastructure offerings
• Develop account strategies aligned to customer growth
• Translate technical capabilities into business value for executives

Skills

Cloud infrastructure knowledge

Executive engagement

Sales leadership

Strategic account planning

Pricing & negotiation

Job description

JOB DESCRIPTION

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.

Organization Overview

JOB DESCRIPTION

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.

Responsibilities

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

Qualifications

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 - $209,500 per year. 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:

• Medical, dental, and vision insurance, including expert medical opinion
• Short term disability and long term disability
• Life insurance and AD&D
• Supplemental life insurance (Employee/Spouse/Child)
• Health care and dependent care Flexible Spending Accounts
• Pre-tax commuter and parking benefits
• 401(k) Savings and Investment Plan with company match
• 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.
• 11 paid holidays
• 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.
• Paid parental leave
• Adoption assistance
• Employee Stock Purchase Plan
• Financial planning and group legal
• 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.

Career Level - IC4

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.

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