Director of Business Development – Oracle

Definian is seeking a Director of Business Development to own and grow our Oracle practice revenue. This is a senior individual contributor role responsible for both new logo acquisition and expansion within existing Oracle accounts — covering all sales motion within the Oracle ecosystem, whether clients engage through Oracle directly, through Oracle Consulting Services, or through global systems integrators.

This is not an alliance management role. It is a revenue role. The ideal candidate understands the Oracle world from the inside (i.e., its partner ecosystem, its client base, and how buying decisions are made) and can position Definian as the trusted data partner at every stage of a client’s Oracle journey, from migration through modernization, analytics, and AI-readiness.

You will work closely with Mike Boivin, Chief Revenue Officer, and with Definian’s delivery leadership to build pipeline, shape deals, and close business that reflects the full scope of what Definian delivers.

What You Will Do

• Own the full Oracle practice sales motion: new logo hunting, existing account expansion, and managing relationships across Oracle’s direct sales teams, Oracle Consulting Services, 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, OCS, 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.

What It Takes

• 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: Oracle ERP, Oracle Cloud, Oracle Consulting Services, and the GSI and partner landscape surrounding Oracle implementations.
• Existing relationships within Oracle - whether from a software sales, OCS, 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.

What We Offer

• Competitive base salary with a structured variable compensation plan tied to revenue performance.
• 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.