OR
OracleOCI & AI Infrastructure Pursuits Lead
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Before you apply
LocationUnited States
SeniorityLead
Company size10,000+ people
First seenNov 3, 2026 · 3d ago
Verified live3d ago
At a glanceSummarised by Seekless from the posting.
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)
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)
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
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
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
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
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
Equal Employment Opportunity Employer
Skills
compute
GPU
storage
networking
AI/ML
HPC
Benefits
Health insurance
Life insurance
Retirement plan
Volunteer programs
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
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.
Benefits
True innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
Legal
We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing [email protected] or by calling 1-888-404-2494 in the United States.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.