Director of Business Development - Oracle

Definian helps organizations define what’s next by unlocking the full value of their data. With expertise spanning data strategy, modernization, advanced analytics, and AI & automation, Definian equips leaders to navigate their digital evolution with clarity and precision. 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 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 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.