OCI & AI Infrastructure Pursuits Lead

Oracle; United States; On-site; USD 220,000 - 320,000; Full time

Job summary

Oracle Corporation seeks a senior OCI & AI Infrastructure Pursuits Lead to own end-to-end revenue for priority accounts globally. The role operates at the intersection of sales, engineering, and executive leadership to drive multi-year contracts for compute, GPU/AI capacity, storage, and networking.

You will manage strategic accounts, build high-value pipelines, close large-scale deals, and align GTM plans with product roadmaps while coordinating with solutions architects, legal, and finance to

Qualifications

• Experience leading end-to-end sales cycles for large-scale enterprise deals.
• Strong strategic account management with executive relationships.
• Ability to build ROI/TCO models and articulate business value.

Responsibilities

• Revenue ownership and pipeline development for enterprise and strategic accounts.
• Close large-scale infrastructure deals (e.g., AI clusters, GPU capacity, multi-region deployments).
• Manage executive relationships across CIOs, CTOs, Heads of Infrastructure, and AI leaders.
• Define and execute GTM plans for infrastructure offerings (compute, GPU, storage, networking).
• Collaborate with solutions architects to design high-performance architectures (AI training, HPC).
• Build ROI/TCO models to justify large capital and operating commitments.
• Lead cross-functional alignment with inbound PMs, engineering, finance, and operations.

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

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