OCI & AI Infrastructure Pursuits Lead
Oracle
OCI & AI Infrastructure Pursuits Lead
Job Description
Role OverviewOracle 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. *** This role will have key coverage on China market and fluency in both English and Mandarin (Chinese) is required *** This role can be hired out of Singapore or Hong Kong location Key ResponsibilitiesRevenue Ownership & Pipeline DevelopmentBuild and manage a high-value pipeline across enterprise and strategic accountsIdentify 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 ManagementOwn 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 ExecutionLead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, closeStructure commercial models (reserved capacity, consumption, prepay, hybrid deals)Navigate procurement, legal, and finance stakeholders on both sidesGo-to-Market StrategyDefine 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 strategiesProduct Positioning & MessagingCraft 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 buyersTechnical & Business Value SellingTranslate 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 commitmentsCross-Functional LeadershipWork closely with inbound PMs, engineering, finance, and operationsAlign product roadmap with market demand and commercialization strategyCoordinate launches across marketing, PR, and partner ecosystemsRequired Qualifications5-10+ years in product management, product marketing, or cloud infrastructure GTM rolesDeep understanding of cloud infrastructure (compute, GPUs, storage, networking, data centers)Experience working with large enterprise or hyperscale customersStrong commercial acumen (pricing, deal structuring, revenue modeling)Ability to translate technical concepts into business outcomesExecutive presence with experience supporting C-level engagementsStructure and negotiate tailored commercial frameworks to support large-scale, strategic engagementsAlign with global leadership priorities, including CEO-directed initiatives and high-visibility pursuitsCoordinate cross-functional resources to ensure successful execution across sales, product, and delivery teamsProvide market insights and feedback to inform global strategy and product directionThis role will have key coverage on China market and fluency in both English and Mandarin (Chinese) is required *** Preferred QualificationsSignificant experience in enterprise technology sales, cloud infrastructure, or AI-related solutionsProven track record of leading large, complex deals with strategic customersStrong understanding of regional enterprise landscapesExperience working across sales, engineering, and executive stakeholders in a global organization #LI-DNI Career Level - IC4
Locations
- Hong Kong
- Singapore
Skills Required
- both Englishintermediate
- enterprise technology salesintermediate
Required Qualifications
- 5-10+ years in product management, product marketing, or cloud infrastructure GTM roles (experience, 10 years)
- Deep understanding of cloud infrastructure (compute, GPUs, storage, networking, data centers) (experience)
- Experience working with large enterprise or hyperscale customers (experience)
- Strong commercial acumen (pricing, deal structuring, revenue modeling) (experience)
- Ability to translate technical concepts into business outcomes (experience)
- Executive presence with experience supporting C-level engagements (experience)
- Structure and negotiate tailored commercial frameworks to support large-scale, strategic engagements (experience)
- Align with global leadership priorities, including CEO-directed initiatives and high-visibility pursuits (experience)
- Coordinate cross-functional resources to ensure successful execution across sales, product, and delivery teams (experience)
- Provide market insights and feedback to inform global strategy and product direction (experience)
- This role will have key coverage on China market and fluency in both English and Mandarin (Chinese) is required *** (experience)
Preferred Qualifications
- Significant experience in enterprise technology sales, cloud infrastructure, or AI-related solutions (experience)
- Proven track record of leading large, complex deals with strategic customers (experience)
- Strong understanding of regional enterprise landscapes (experience)
- Experience working across sales, engineering, and executive stakeholders in a global organization (experience)
- Significant experience in enterprise technology sales, cloud infrastructure, or AI-related solutions (experience)
- Proven track record of leading large, complex deals with strategic customers (experience)
- Strong understanding of regional enterprise landscapes (experience)
- Experience working across sales, engineering, and executive stakeholders in a global organization (experience)
Responsibilities
- Revenue Ownership & Pipeline DevelopmentBuild and manage a high-value pipeline across enterprise and strategic accountsIdentify 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 ManagementOwn 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 ExecutionLead end-to-end sales cycles: discovery, solutioning, pricing, negotiation, closeStructure commercial models (reserved capacity, consumption, prepay, hybrid deals)Navigate procurement, legal, and finance stakeholders on both sides
- Go-to-Market StrategyDefine 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 & MessagingCraft 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 SellingTranslate 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 LeadershipWork closely with inbound PMs, engineering, finance, and operationsAlign product roadmap with market demand and commercialization strategyCoordinate launches across marketing, PR, and partner ecosystems
- 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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