Federal Government Cloud Infrastructure and Data Platform Sales Representative (Canberra based)

Why This Role Matters

Customers are modernising applications, strengthening data foundations, improving resilience, reducing cost, and preparing for AI. Some already know Oracle through critical workloads; others need to see OCI as a credible cloud platform in competitive environments.

This role helps customers connect cloud infrastructure and data platform decisions to practical business outcomes across performance, security, modernisation, AI readiness, and long-term value.

What You'll Do

• Build and execute a territory plan across both net-new OCI workload creation and existing Oracle install-base expansion.

• Create qualified pipeline through targeted prospecting, account research, partner collaboration, campaigns, events, executive engagement, and account-based outreach.

• Identify opportunities across OCI, Oracle Database, Exadata, Autonomous Database, analytics, AI readiness, workload migration, and on-premises Oracle Data services.

• Lead discovery with CIOs, CTOs, architects, engineering leaders, data and digital teams, security, procurement, business stakeholders, and executive sponsors.

• Translate Oracle Cloud and Data Platform capabilities into clear customer outcomes across performance, security, resilience, scalability, cost optimisation, and modernisation.

• Bring together technical, commercial, procurement, cyber security, legal, business, and executive stakeholders to progress complex decisions.

• Partner with Oracle solution engineering, cloud engineering, customer success, marketing, alliances, partners, legal, and finance teams to shape strong customer strategies.

• Use Oracle-approved AI and sales productivity tools to improve account research, personalise engagement, strengthen follow-up, and manage territory execution.

• Maintain strong pipeline discipline, forecast accuracy, CRM hygiene, account plans, and clear opportunity progression.

What You'll Bring

• Ownership and accountability: experience owning a mixed territory or account portfolio, driving follow-up, and progressing opportunities across both new and existing customer motions.

• Commercial discipline: strong execution across territory planning, qualification, pipeline management, forecasting, CRM updates, and consistent next-step discipline.

• Customer-first mentality: a value-led selling style that connects Oracle Cloud and Data Platform capabilities to practical customer outcomes.

• Demonstrable AI usage: practical use of AI or productivity tools to improve research, customer engagement, account planning, personalisation, follow-up, or sales execution.

• Resilience: ability to stay constructive through long sales cycles, incumbent competition, delayed decisions, complex buying groups, and shifting priorities.

• Proactivity: proven ability to create demand, identify whitespace, open new opportunities, grow existing relationships, and build qualified pipeline.

• Internal collaboration / Team First mentality: ability to work effectively with solution engineering, cloud engineering, customer success, marketing, alliances, partners, legal, finance, and leadership teams.

• Consensus-building: confidence aligning technical, commercial, procurement, cyber security, legal, business, data, and executive stakeholders around complex cloud and data platform decisions.

• Communication and stakeholder management – Strong interpersonal and communication skills, with the ability to build collaborative relationships, influence stakeholders, proactively communicate priorities and risks, and balance customer, commercial and organisational needs.

• Respectful and inclusive behaviour – A commitment to fostering a psychologically safe, respectful and inclusive workplace through professional behaviour, ethical decision-making, constructive communication, and adherence to organisational values and policies.

• Resilience, adaptability and customer focus – The ability to navigate ambiguity, embrace change, maintain resilience and emotional intelligence under pressure, and remain customer-focused while delivering business outcomes.

• Planning and delivery – Strong planning, organisation and prioritisation skills, with the ability to manage competing priorities & high work demands, monitor progress, and consistently deliver high-quality outcomes.

• Initiative and accountability – A proactive, self-service mindset, demonstrating initiative, accountability, resourcefulness, and the ability to independently solve problems using available tools and resources. Recognises personal capacity and escalating workload or complexity, and proactively seeks appropriate support before work quality, wellbeing, or delivery is adversely affected.

• Collaboration in a matrix environment – Experience working within a global matrix organisation, with the ability to collaborate and influence across multiple functions, regions and reporting lines without direct authority.

• Continuous learning – Openness to feedback, continuous learning, constructive conflict resolution, and adopting new processes and technologies to contribute to a high-performing team culture.

Preferred Qualifications

• Familiarity with Oracle Database, Exadata, Autonomous Database, OCI, Oracle Analytics, AI services, or related cloud and data platform solutions.

• Experience working with Oracle install-base customers, customers running critical Oracle workloads, or accounts with established enterprise technology footprints.

• Experience selling into public sector, enterprise, ISV, digital native, commercial, mid-market, regulated, or technology-led customer environments.

• Hybrid sales or pre-sales background, or experience leading technically complex cloud, database, infrastructure, or data platform conversations.

• Experience working with partners, system integrators, managed service providers, cloud alliances, or marketplace-led technology motions.

What Success Looks Like

• You build a strong and qualified pipeline across new OCI workloads and Oracle Data Platform expansion opportunities.

• New customers and new workloads adopt OCI, while existing Oracle customers expand across Database, Exadata, Autonomous Database, analytics, AI, and related data services.

• Customers view Oracle as a credible partner for cloud infrastructure, data modernisation, database strategy, and AI-ready transformation.

• Complex opportunities progress with clear value propositions, strong stakeholder alignment, reliable follow-up, and disciplined commercial execution.

• Oracle technical teams and partners are engaged at the right time to strengthen customer confidence and solution relevance.

• You use modern sales practices and AI-enabled tools to work faster, personalise engagement, and improve execution quality.

Why Join Oracle

Oracle is a global leader in cloud infrastructure, database, data platforms, enterprise applications, analytics, and AI.

This role gives you the opportunity to sell across Oracle Cloud and Data Platform solutions while helping customers modernise critical systems and unlock more value from their data.

For a seller who is commercially sharp, technically curious, proactive, resilient, customer-focused, and motivated by growth, this role offers meaningful scope to make an impact.

Inclusion

Oracle is committed to building an inclusive workplace where people from all backgrounds can do their best work. We welcome candidates with different experiences, perspectives, and career paths.

If you are passionate about cloud technology, customer outcomes, data modernisation, and building new business, we encourage you to apply.

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Career Level - IC4