Job Overview & ResponsibilitiesThe Federal Consulting Sales Executive is a senior revenue leader responsible for driving growth of Oracle-based solutions across U.S. Federal Civilian and Defense agencies. This role leads strategic sales efforts spanning Oracle Cloud Infrastructure (OCI), Oracle SaaS applications, on-premise Oracle technologies, and cross-functional solution offerings in AI/ML, DevSecOps, and Security. The executive works collaboratively with internal delivery teams, Oracle Consulting, major systems integrators, and federal channel partners to secure new customers and expand existing accounts. This role participates in a team quota and is accountable for new logo acquisition, pipeline development, and long-term account expansion.
Key ResponsibilitiesSales Leadership & Execution
- Own and deliver a multi-million-dollar annual quota for Oracle consulting and solution revenue.
- Lead a team of federal sales professionals; provide coaching, territory planning, and performance management.
- Drive full lifecycle sales pursuits from qualification through close across OCI, SaaS, and on-prem Oracle workloads.
- Develop and execute account strategies for both new logos and strategic account expansion.
Oracle Ecosystem Engagement
- Serve as the primary liaison with Oracle Consulting, Oracle product teams, and federal-focused Oracle field sales.
- Build and manage partnerships with key systems integrators, resellers, and federal contractor ecosystems.
- Align go-to-market strategy with Oracle roadmap, partner programs, and contract vehicle opportunities.
Solution Development & Thought Leadership
- Lead development of differentiated federal solution offerings including:
- AI/ML frameworks for mission analytics and automation
- DevSecOps pipelines and cloud-native modernization
- Cybersecurity and zero-trust architectures
- OCI-based migration, modernization, and managed services
- Translate mission needs and agency requirements into solution architectures leveraging Oracle technologies.
- Partner with technical and delivery organizations to shape proposals, SOWs, and pricing strategies.
Federal Market Strategy
- Identify, qualify, and pursue opportunities aligned to key federal priorities and funding cycles.
- Navigate federal procurement rules, compliance requirements, and contract vehicles (IDIQs, GWACs, BPAs).
- Maintain executive relationships with senior government decision-makers and industry partners.
Pipeline & Forecast Management
- Build and maintain a strong pipeline of qualified Oracle-related opportunities.
- Provide accurate weekly/monthly sales forecasting and business reviews.
- Ensure CRM and pipeline hygiene.
QualificationsRequired Qualifications
- 10+ years of sales or business development experience in the federal market, with a strong record of quota attainment.
- Deep experience selling Oracle cloud, SaaS, and/or on-premise technologies into federal agencies.
- Demonstrated success selling through Oracle Consulting and/or systems integrators.
- Strong understanding of federal acquisition processes, security requirements, and compliance frameworks.
- Experience leading and developing a high-performing sales team.
- Ability to translate technical capabilities (AI/ML, DevSecOps, cybersecurity, cloud modernization) into mission-aligned outcomes.
- Active network of contacts across Federal Civilian, DoD, or Intel agencies.
Preferred Qualifications
- Prior experience developing or selling AI/ML, cloud security, or DevSecOps solution offerings.
- Understanding of OCI architecture, Oracle SaaS portfolio, and hybrid Oracle environments.
- Experience with large federal contract vehicles and capture strategy.
- Existing relationships with Oracle field leadership.
