AI Infrastructure Sales Director
Job Summary
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. The role focuses on driving revenue generation and customer acquisition for cloud infrastructure solutions, including compute, GPU/AI capacity, storage, and networking.
Responsibilities
- Manage high-value sales pipeline and revenue targets
- Lead end-to-end complex infrastructure sales cycles
- Develop GTM strategies for cloud and AI products
- Cultivate executive relationships with enterprise customers
- Collaborate across cross-functional engineering and product teams
Required Skills
- Cloud infrastructure (Compute/GPU/Storage/Networking)
- Commercial deal structuring and negotiation
- Enterprise-level sales and account management
- Value-based technical selling
- Executive presence and stakeholder management
Job Details
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.