Senior Director of Business Development– Defense Industrial Base (DIB)

Oracle Government Defense & Intelligence (GDI) seeks a seasoned leader with a deep track record in defense program management and business development to accelerate Oracle’s growth across the Defense Industrial Base. This senior executive leader will own and drive Oracle’s Defense Industrial Base (DIB) growth strategy at the enterprise level, serving as a peer-level interface to senior government, prime contractor, and industry executives. This strategic role will shape demand, drive growth, and advance impactful mission outcomes leveraging Oracle’s secure technology solutions.

Key Responsibilities

• Own enterprise-level business development, capture strategy, and multi-year pipeline conversion across aerospace, ISR, space, missile warning, resilient communications, and national-security cloud missions.
• Serve as Oracle’s senior executive interface to build on established relationships with Contracting Officers, Program Managers, and industrial partners at major primes, national labs, and DoW agencies.
• Translate advanced mission/program requirements into solutions aligned with Oracle’s offerings bridging technical, compliance, and operational objectives.
• Influence pre-RFP acquisition strategies, mission architectures, and CONOPS to position Oracle Cloud Infrastructure (OCI), sovereign cloud, data, and AI/ML platforms as foundational mission enablers.
• Lead opportunity shaping, account planning, and early engagement initiatives well before RFP release, leveraging experience driving initiatives for mission critical payloads and resilient communications systems.
• Lead and develop joint go-to-market strategies with prime contractors, systems integrators, and strategic partners; sponsor and approve strategic teaming agreements aligned with Oracle sovereign cloud and OCI offerings.
• Leverage deep knowledge of defense security, compliance, and supply-chain mandates to enable and accelerate Oracle’s adoption in classified, sensitive, and operationally significant environments.
• Lead customer engagements and executive briefings, drawing on proven communication and strategic consulting skills.  

Portfolio Ownership & Accountability

• Own/grow a multi-year DIB portfolio accountable for pipeline health, opportunity quality, and enterprise adoption.
• Set bid/no-bid priorities aligned with Oracle’s long-term defense and national-security strategy.
• Govern early-stage opportunity shaping and resource alignment.
  
  Internal Leadership & Executive Influence
• Provide senior leadership across sales, solution engineering, product, compliance, and contracts.
• Influence Oracle product strategy, pricing, and investment priorities based on DIB demand signals.
• Represent DIB priorities to Oracle executive leadership.

Qualifications

• 10+ years of leadership across defense, aerospace, space, or intelligence programs.
• Prior experience with Oracle, OCI, or large enterprise software platforms in defense or intelligence environments.
• Proven ability to operate as a peer to senior government and prime contractor executives.
• Demonstrated success influencing acquisition outcomes prior to RFP.
• Deep defense/aerospace business development and program management experience, supporting advanced technology programs for DoW, national labs, and industrial base stakeholders.
• Demonstrated capture management and strategic account leadership for defense programs, including proposal, contract negotiation, and lifecycle program execution experience.
• Proven ability to shape and expand pipeline, nurture defense teaming partnerships, and deliver mission- and technology-driven results.
• Federal clearance eligibility and prior leadership of programs requiring cleared personnel or environments. Strong familiarity with government acquisition, compliance (including data residency and supply chain), and the intersection of national security and next-gen technology adoption.
• MUST possess or have the ability to obtain and maintain a TS/SCI. Must be a US Citizen.

Preferred

• Prior executive-level experience in aerospace, mission operations, enterprise systems, cloud, defense IT, or large-scale system integration.
• Experience with the following: 
  • Adapt