Strategic Pursuit Senior Principal

Department Description

The Strategic Customers, Engineering team (SCE) at OCI is tasked with managing the relationships with some of our most significant customers, who are the key drivers of our revenue. In response to rapid market growth across Cloud Native businesses in APAC, we are establishing the APAC Strategic Pursuits team to guide Oracle's largest and high growth cloud opportunities to success. The team engages directly with top spenders in the region, captures critical business requirements, drives executive engagement, and leads the entire deal lifecycle. As a member of this team, you will be at the forefront of growth for OCI's Cloud and AI infrastructure business and are backed by all the OCI resources in need, ranging from finance, infra capacity and services, to executive support

We are seeking a highly experienced Strategic Pursuit Senior Principal to drive high-impact commercial initiatives and strategic customer engagement across the APAC region. In this pivotal role, you will engage with tech/business executives from the most significant Cloud Natives in the region, serving as a trusted advisor and thought leader. You will own targeting, identifying, and nurturing large Cloud and AI Infra business opportunities for OCI. You maintain a robust deal pipeline and collaborate closely with regional sales teams with the deal strategy, business justifications and successful deal executions. 

Job Description

• Develop and execute strategic account pursuit plans for flagship customers in the region, focusing on annual $10M+ and large-scale cloud migration and AI Infra opportunities.
• Build and maintain strong executive relationships with key business and technology stake holders within target accounts.
• Resourceful and well connected. Leverage market intelligence and networks to identify and capitalize on new opportunities. 
• Collaborate with local sales and global GPU sales to create and deliver compelling, customized OCI proposals, serving as their liaison for commercials with target accounts. 
• Lead deal strategy backed by OCI finance and facilitate sales teams in deal negotiations and executions for major pursuits.
• Represent OCI in executive-level customer meetings, industry events, and strategic forums in the Cloud and AI Infra ecosystem.

Required Qualifications

• 10+ years of experience in enterprise sales, strategic business development, or account management, specializing in large accounts within the Cloud and IT infrastructure sector.
• In-depth knowledge of China's business environment and regulatory landscape; well connected with influential business and technology leaders in top accounts.
• Highly driven to achieve results, with a proven track record of consistently exceeding revenue targets.
• Strong business acumen and demonstrated ability to develop win-win solutions for Oracle and its customers. Successful leadership in high-value pursuits and complex negotiations.
• Collaborative team player, dedicated to serving business needs and empowering the sales team to succeed.
• Technologically adept, able to handle basic presales engineering topics and clearly communicate technical concepts to diverse audiences.
• Fluent in English and good to have Mandarin to liaise with Mandarin-speaking stakeholders and clients.

Preferred Qualifications:

• Deep expertise in cloud product portfolios and IT infra projects. Experience with GPU and AI infra is a strong plus.
• Proactive, self-starter attitude with strong problem-solving capabilities

Why Join Us?

• Be at the forefront of driving Oracle's cloud growth strategy in APAC
• Shape the direction and success of Oracle's largest opportunities outside the US.
• Collaborate with an elite team in a fast-paced, growth-oriented environment.
• Take on a strategic and highly impactful role visible to OCI leadership. 
• Exposure to cutting-edge cloud and AI infra technologies.

Career Level - IC4