Sales Snr Director - Oracle Health (Federal)

Oracle · United States

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• Lead, recruit, hire, develop, and mentor a high-performing federal healthcare sales organization.

• Establish clear performance expectations, revenue objectives, and accountability across the sales team.

• Coach sales professionals on Oracle's sales processes, strategic account planning, opportunity qualification, and complex deal execution.

• Conduct regular pipeline reviews, forecasting sessions, and weekly sales meetings to drive execution and performance.

• Foster a collaborative, customer-focused culture that consistently delivers results.

• Provide leadership and oversight to sales managers and individual contributors, as applicable.

• Develop and execute comprehensive federal healthcare sales strategies and territory plans to maximize revenue growth and market penetration.

• Drive new business acquisition, strategic account expansion, and long-term customer relationships across HHS, CMS, DOW, VHA, and other federal healthcare organizations.

• Identify and pursue opportunities aligned with federal healthcare modernization, clinical transformation, interoperability, data analytics, and AI initiatives.

• Establish and execute strategic account plans that align Oracle Health solutions with agency missions, operational priorities, and technology investments.

• Maintain ownership of sales performance, pipeline development, revenue forecasting, and achievement of business objectives.

• Participate in strategic and tactical planning to strengthen Oracle Health's competitive position within the federal healthcare market.

• Oracle Health Electronic Health Record (EHR)

• Oracle Health Revenue Cycle Management

• Oracle Health Health Information Exchange (HIE)

• Oracle Health Seamless Exchange

• Oracle Health Data Warehouse

• Oracle Population Health Analytics

• Oracle Health Patient Portal

• Oracle Health Electronic Case Reporting

• Oracle Health AI Agents

• Oracle Cloud Infrastructure (OCI) and complementary Oracle enterprise technologies

• Establish and maintain trusted relationships with senior federal executives, agency leadership, clinical stakeholders, CIOs, CTOs, CFOs, and acquisition decision-makers.

• Serve as a strategic advisor to federal healthcare customers, understanding their mission-critical challenges and identifying opportunities for Oracle Health solutions.

• Build and strengthen partnerships with federal systems integrators, consulting organizations, channel partners, and other strategic alliances.

• Collaborate closely with Oracle's product, consulting, engineering, cloud, legal, finance, and implementation teams to develop integrated customer solutions.

• Lead executive-level customer engagements, strategic negotiations, and escalations to ensure customer satisfaction and long-term account success.

• Provide strategic oversight of complex federal sales opportunities from initial qualification through contract award and execution.

• Navigate federal procurement processes, acquisition strategies, contract vehicles, budget cycles, and competitive evaluations.

• Guide sales teams through RFIs, RFPs, solution development, proposal strategies, negotiations, and contract execution.

• Develop competitive positioning and winning strategies for large-scale federal healthcare technology initiatives.

• Ensure effective coordination across internal stakeholders and external partners to deliver compelling, compliant, and competitive proposals.

• Develop and manage accurate monthly and quarterly revenue forecasts, pipeline metrics, and territory performance plans.

• Drive consistent sales execution through disciplined opportunity management, qualification methodologies, and account planning.

• Monitor sales performance, identify risks and growth opportunities, and implement corrective strategies when necessary.

• Conduct regular business reviews and communicate sales performance, market trends, and strategic priorities to senior leadership.

• Extensive experience in enterprise technology sales, including demonstrated success in federal government markets.

• Proven leadership experience managing, developing, and motivating high-performing sales teams.

• Demonstrated ability to drive revenue growth, expand strategic accounts, and consistently achieve sales objectives.

• Strong understanding of federal procurement, acquisition processes, contract vehicles, and budget cycles.

• Experience selling complex enterprise software, SaaS, cloud, or healthcare technology solutions.

• Proven ability to develop and maintain executive-level relationships within federal agencies and strategic partner organizations.

• Strong strategic planning, business development, negotiation, and executive communication skills.

• Experience leading cross-functional teams and coordinating complex, multi-stakeholder sales opportunities.

• Strong forecasting discipline, pipeline management, and operational execution capabilities.

• Direct sales leadership experience supporting HHS, CMS, DOW healthcare organizations, VHA, FDA, or related federal healthcare programs.

• Experience selling Oracle Health solutions or comparable EHR/EMR, healthcare interoperability, revenue cycle, population health, analytics, or clinical technology platforms.

• Familiarity with Oracle Cloud Infrastructure, enterprise applications, healthcare data platforms, artificial intelligence, and federal security requirements.

• Established executive relationships across the federal healthcare ecosystem, including agencies, systems integrators, and strategic consulting partners.

• Experience leading large-scale federal healthcare modernization and digital transformation opportunities.

• Familiarity with MEDDICC, MEDDPICC, Challenger, Miller Heiman, or comparable enterprise sales methodologies.

• Build and inspire a high-performing federal healthcare sales organization.

• Deliver sustained revenue growth through new business development and strategic account expansion.

• Strengthen Oracle Health's executive relationships and market presence across federal healthcare agencies.

• Expand adoption of Oracle Health applications, cloud technologies, healthcare data platforms, and AI-driven solutions.

• Develop strong strategic partnerships that accelerate customer success and business growth.

• Establish a predictable, high-quality sales pipeline and consistently deliver against revenue commitments.

• Position Oracle Health as a trusted technology partner supporting the transformation of federal healthcare.

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.

True innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing accommodation-request_mb@oracle.com or by calling 1-888-404-2494 in the United States.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

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