Note: The job is a remote job and is open to candidates in USA. Definian is a company that helps organizations unlock the full value of their data. They are seeking a Director of Business Development to own and grow their Oracle practice revenue, focusing on new logo acquisition and expansion within existing Oracle accounts.
Responsibilities
- Own the full Oracle practice sales motion: new logo hunting, existing account expansion, and managing relationships across Oracle’s direct sales teams and GSI channel partners
- Build and maintain a high-quality pipeline through targeted outreach, Oracle ecosystem relationships, and engagement at Oracle events and within partner networks
- Serve as Definian’s visible presence in the Oracle ecosystem, establishing credibility with Oracle account teams and key SIs so that Definian is in the considered set for any Oracle-adjacent data engagement
- Develop and execute business development strategies that exceed revenue targets across migration, modernization, analytics, governance, and AI offerings within Oracle-focused accounts
- Manage the full sales cycle with discipline (from initial discovery through proposal, negotiation, and close) using a structured, process-oriented approach that creates forecast predictability
- Collaborate with delivery leaders to shape compelling, contract-winning proposals for enterprise clients, bringing the right technical and solution credibility into each opportunity
- Maintain accurate pipeline and account data in Salesforce, ensuring visibility and accountability across the revenue team
- Deliver accurate monthly and quarterly forecasts that reflect stage-disciplined pipeline, not optimism
- Position Definian as a long-term data transformation partner, not just a migration vendor, helping clients see the full data value chain beyond their immediate Oracle initiative
- Monitor the Oracle competitive landscape and keep leadership informed of partner dynamics, competitive positioning, and emerging opportunities
Skills
- 7+ years of B2B sales experience in technology consulting or services, with a demonstrated track record of exceeding revenue goals in complex, multi-stakeholder environments
- Deep familiarity with the Oracle ecosystem and the GSI partner landscape surrounding Oracle implementations
- Existing relationships within Oracle - whether from a software sales or SI background - that can be activated to accelerate Definian's pipeline and brand within the ecosystem
- Experience selling data services, systems implementation, or transformation consulting to enterprise clients, ideally across industries such as healthcare, financial services, retail, or manufacturing
- Proven ability to execute both a hunting and a farming motion: opening new logos while expanding and protecting existing relationships
- Highly process-oriented, with the discipline to manage a structured sales cycle, enforce pipeline hygiene, and produce credible, stage-based forecasts
- Demonstrated ability to navigate extended sales cycles, influence C-level buyers, and close complex, multi-stakeholder deals
- Strong business acumen with the ability to connect client data challenges to Definian's full offering set, not just the immediate migration or implementation need
- Excellent communication, negotiation, and executive presentation skills
- Independent, self-directed, and entrepreneurial, with the ability to leverage Definian's delivery team and resources to drive results
- Thrives in a high-trust, collaborative culture and embodies The Definian Way, our six core values that anchor how we work
- Authorization to work in the U.S. without sponsorship
Benefits
- 401(k) plan with company match.
- Company-paid individual health, dental, vision, disability, and life insurance coverage.
- Four weeks of paid time off plus ten company-paid holidays.
- Employee referral bonuses.
- Career mobility in a high-growth, AI-enabled company where you will have direct impact and visibility with senior leadership.
- An award-winning culture that combines 40 years of stability with the momentum of a bold new chapter.
Company Overview