OCI & AI Infrastructure Pursuits Lead

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 willoperate at the intersection of sales engineering and executive leadership owning end-to-end engagement for priority accounts. This includes owningrevenue generation and customer acquisitionfor cloud infrastructure solutions including compute GPU/AI capacity storage and networking. This role requires leadership inend-to-end sales cyclesfor 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 ahigh-value pipelineacross enterprise and strategic accounts

  • Identify and closelarge-scale infrastructure deals(e.g. AI clusters GPU capacity multi-region deployments)

  • Consistently meet/exceedquota targets (ARR TCV prepay structures)

• Strategic Account Management

  • Own executive relationships across customer organizations (CIO CTO Head of Infrastructure AI leaders)

  • Developaccount strategiesaligned to customer growth (AI/ML data platforms cloud migration)

  • Expand footprint throughmulti-product adoption(compute storage networking AI services)

• Complex Deal Execution

  • Leadend-to-end sales cycles: discovery solutioning pricing negotiation close

  • Structurecommercial 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 intobusiness value (cost/performance scalability latency reliability)

  • Develop sales narratives for executive and technical buyers

• Technical & Business Value Selling

  • Translate infrastructure capabilities intobusiness outcomes(cost efficiency performance scalability)

  • Partner with solutions architects to designhigh-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
• This role will have key coverage on China market and fluency in both English and Mandarin (Chinese) is required

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

#LI-DNI

Career Level - IC5