Business Development Director

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 o Build and manage a high-value pipeline across enterprise and strategic accounts o Identify and close large-scale infrastructure deals (e.g., AI clusters, GPU capacity, multi-region deployments) o Consistently meet/exceed quota targets (ARR, TCV, prepay structures) • Strategic Account Management o Own executive relationships across customer organizations (CIO, CTO, Head of Infrastructure, AI leaders) o Develop account strategies aligned to customer growth (AI/ML, data platforms, cloud migration) o Expand footprint through multi-product adoption (compute, storage, networking, AI services) • Complex Deal Execution o Lead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, close o Structure commercial models (reserved capacity, consumption, prepay, hybrid deals) o Navigate procurement, legal, and finance stakeholders on both sides • Go-to-Market Strategy o Define and execute GTM plans for infrastructure offerings (compute, GPU, storage, networking) o Segment target markets (e.g., AI/ML, enterprise IT, SaaS, gaming, HPC) o Align pricing, packaging, and regional rollout strategies • Product Positioning & Messaging o Craft clear, differentiated messaging against competitors (AWS, Azure, GCP, specialized GPU clouds) o Translate technical capabilitie…