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Sales DirectorOracle ‱ United States
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Sales Director

Oracle
  • US
    United States
  • US
    United States
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About

People Manager
Come and join us! Lead Oracle's AI Data Platform go-to-market: drive measurable growth, customer value, and partner impact across cloud services, software licenses, and engineered systems. We're seeking a hands-on, outcomes-focused sales leader with deep AI data platform expertise, strong operating rigor, and a track record of building high-performing teams. Role Summary You will own regional sales performance and customer success for Oracle's AI Data Platform portfolio, spanning Oracle Cloud Infrastructure (OCI), Autonomous Database, Cloud Data Warehouse and Lakehouse, Data Integration/Replication (including GoldenGate), Governance & Security, Analytics/BI (Oracle Analytics Cloud), software licensing, and hardware/engineered systems (e.g., Exadata). You will set strategy, lead front-line managers and Account Executives, partner tightly with Solution Engineering and Alliances, and engage C-level stakeholders to land and expand multi-year, multi-pillar AI data programs. Your remit includes net-new acquisition, migrations/modernization, consumption growth, and cross-portfolio attach. Key Focus Areas Oracle AI Data Platform portfolio: Autonomous Database, Cloud DW/Lakehouse, Data Integration/Replication (GoldenGate, OCI Data Integration), Governance/Security, Analytics/BI—plus software license and engineered systems aligned to OCI. Data strategies to enable AI execution: Design and sell data strategies that operationalize AI—covering data quality, governance, lineage, MLOps/ModelOps integrations, and performance/scale for AI workloads. Data convergence, consolidation, and standardization: Help customers rationalize estates onto Oracle's AI Data Platform to lower TCO, improve security, and accelerate time-to-value. Cloud migration and modernization: Accelerate database, analytics, and AI data workload moves to OCI and engineered systems; support hybrid and multicloud patterns, including Oracle Database@Azure and partnerships with AWS and Google Cloud. Industry outcomes: Align AI data platform capabilities to vertical use cases; sponsor lighthouse wins and build repeatable references. Responsibilities Strategy and GTM leadership Build and execute regional strategy, coverage, and territory plans; prioritize segments and vertical plays for the AI Data Platform to maximize TAM. Define competitive positioning and value frameworks (ROI/TCO/Time-to-Value) to win must-win deals. Revenue ownership and operating rigor Own the number: ensure 3–4x pipeline coverage, forecast accuracy, attainment, and deal velocity across cloud, license, and hardware. Run weekly operating cadences (pipeline inspection, top-deal reviews, forecast calls) with disciplined methodologies (e.g., MEDDICC); maintain stage hygiene and close plans. Field leadership and talent development Recruit, hire, and develop high-performing sales managers/AEs; set clear expectations and coach to outcomes; recognize and remediate performance gaps early. Drive account planning, multi-pillar attach, and expansion motions (consumption, upgrade, and cross-sell) centered on the AI Data Platform. Executive and customer engagement Build trusted relationships with CIO/CDO/CISO/CFO and LoB leaders; lead value workshops and executive briefings focused on AI data strategies; unblock escalations quickly. Champion customer success, renewals, and expansion through clear success plans with Customer Success and Consulting. Cross-functional orchestration Partner with Solution Engineering, Product, Marketing, Consulting, and Alliances/SIs/ISVs to execute integrated pursuits and co-sell motions around the AI Data Platform. Align field with product roadmaps and launches; ensure enablement, assets, and references are available and adopted. Demand generation and partner impact Activate ABM and campaign motions with Marketing/BDR; convert program responses into qualified pipeline. Grow partner-sourced and influenced pipeline; establish joint account plans and QBRs with strategic SIs/ISVs/channel; leverage multicloud partnerships (Oracle Database@Azure, AWS, Google Cloud). Governance, compliance, and risk Adhere to Oracle sales processes and deal governance; manage commercial policy, pricing discipline, and security/compliance requirements by industry. Requirements 5+ years of sales leadership in cloud/data platform (preferably AI data platform) or enterprise software with consistent overachievement leading front-line teams or managers. Proven ability to recruit, develop, and retain top sales talent; strong coaching, inspection, and performance management. Deep understanding of AI Data Platform domains: databases/DW/lakehouse, data integration/replication, governance/security, analytics/BI, and commercial motions for cloud services, software license, and hardware/engineered systems. Demonstrated success in complex enterprise sales and negotiations at C-level; ability to construct executive business cases and land multi-year, multi-pillar AI data deals. Analytical rigor with proficiency in pipeline analytics, forecasting, and KPI management. Excellent executive presence, communication, and presentation skills; effective with both technical and business stakeholders. Bachelor's degree required; advanced degree or technical background (CS/Engineering/Data) preferred. Preferred Qualifications 10+ years enterprise technology/cloud sales experience; 5+ years leading multi-disciplinary or multi-regional teams. Experience selling Oracle AI Data Platform or comparable solutions; strong partner ecosystem acumen and co-sell experience. Proficiency in modern AI data architectures (DW, lakehouse, streaming), data governance/security, licensing constructs, and positioning of engineered systems. Strong consultative and value-based selling capabilities; superior public speaking and executive facilitation.
  • United States

Languages

  • English
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