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 Strategic OCI & AI Infrastructure Lead within the Global AI Infrastructure & Strategic Pursuits organization. This role is not a traditional account role. This role requires deep technical and commercial skills, enabling complex customer engagements.
This Lead will operate at the intersection of hyperscale AI infrastructure, complex customer environments, and high-stakes commercial outcomes. This includes owning and scaling some of the most demanding AI and cloud deployments globally, across enterprise, high-growth startups, strategic AI installations, or international markets (Europe, Middle East, APAC, and Latin America). This role requires equal comfortability discussing GPU cluster architecture and leading multi-million-dollar Cloud commercial negotiations.
Key Responsibilities
Strategic Customer Ownership
Serve as the point of accountability for a portfolio of high-value AI/OCI customers within your assigned segment
Operate a high-touch, deeply embedded engagement model—this is not transactional account management
Build executive-level trust while staying close to day-to-day technical realities
Infrastructure Performance & Optimization
Help drive health, performance, and efficiency of large-scale OCI environments and compute fleets
Help drive meaningful improvements in utilization, cost efficiency, and architectural design
Act as the escalation quarterback. When things break, you bring clarity and resolution fast
Capacity, Supply & Scale Planning
Translate customer growth projections into real infrastructure plans (compute, storage, networking)
Anticipate constraints before they happen. Capacity is your problem to solve, not react to
De-risk large-scale deployments by aligning supply with demand across global regions
Cross-Functional Execution Leadership
Orchestrate across engineering, data center operations, networking, support, and sales
Ensure delivery readiness and customer readiness are never out of sync
Drive escalations with urgency and precision
Commercial Ownership & Expansion
Lead contract expansions and complex commercial negotiations
Identify and unlock growth opportunities within existing accounts
Maintain a tight grip on usage, SLAs, billing, and invoicing—no surprises
Required Qualifications
Significant experience and technical depth in enterprise technology sales, cloud infrastructure, or AI-related solutions
Proven track record of leading large, complex deals with strategic customers. In-depth understanding of margins, pricing, and how to close and expand deals
Ability to operate effectively in highly matrixed environments and influence without direct authority. You find paths where none are obvious. You don’t escalate problems; you own outcomes.
Excellent communication, negotiation, and executive engagement skills
Experience working across sales, engineering, and executive stakeholders in a global organization
Proven ability to operate credibly with varied customer personas, from engineer to C-Suite
Preferred Qualifications
Experience with hyperscale cloud platforms or large-scale infrastructure solutions
Familiarity with AI, machine learning, or high-performance computing workloads
Background in structuring non-standard or highly customized commercial agreements
Why Join Oracle
Cloud and AI infrastructure are amongst the most critical layers in technology. The companies that win will be those who can deploy, scale, and optimize it faster and better than anyone else. This role exists to make that happen, at global scale, with the most important customers.
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