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