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 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

Career Level - IC5

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
• 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

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