[Hiring] Director of Annual Planning and Sales Model Design @Oracle

Role Description

Oracle is seeking a Director of Annual Planning and Sales Model Design to fundamentally redesign annual go-to-market planning and lead the design of our global sales model. You will determine how we segment customers, allocate sales coverage, and align roles and selling motions to the needs and growth potential of each segment.

You will connect Global Field Organization’s long-term growth strategy to an executable annual plan, bringing customer opportunity, sales capacity, productivity, investment, and field readiness into one coherent process. Your mandate spans diagnosis, design, executive alignment, implementation, and ongoing improvement across regions and the businesses within your remit.

• Redesign annual GTM planning end to end.
• Rebuild the planning process from strategic choices through fiscal-year launch in alignment with President, Global Field Organization.
• Diagnose current weaknesses, define the future approach, and lead a sequenced transformation with clear ownership and measurable outcomes.
• Integrate market opportunity, segmentation, coverage, role design, capacity, territories, quota methodology, and investment decisions.
• Align Marketing, Partners, Customer Success, Finance, HR, Sales Compensation, and regional Sales Operations around shared assumptions and dependencies.
• Connect annual decisions to a multiyear view of growth.
• Own the global planning calendar, decision rights, executive reviews, approval milestones, and exception process.
• Establish common data definitions and planning standards, with explicit criteria for justified regional variation.
• Lead deployment with the teams responsible for execution.
• Ensure account assignments, territories, roles, targets, systems, and field communications are reconciled and ready for the fiscal year.
• Use post-launch reviews to improve subsequent cycles.
• Own global customer segmentation.
• Build a segmentation framework grounded in addressable opportunity, customer needs, buying behavior, industry, growth potential, and product adoption.
• Define account hierarchies, segment assignment rules, and criteria for movement between segments.
• Validate segment choices against customer and seller evidence, commercial potential, and economics.
• Establish a repeatable refresh process that keeps the model relevant while preserving continuity for customers and account teams.
• Design coverage roles and selling motions.
• Define the coverage model for each customer segment for each region globally.
• Balance customer experience and growth potential with capacity and cost to serve.
• Design role charters, account ownership, specialist engagement, and team responsibilities across the customer lifecycle.
• Clarify how sellers, technical teams, customer success, renewal teams, and partners work together.
• Define differentiated motions for acquiring customers, expanding relationships, cross-selling, driving adoption and consumption, and retaining business.
• Model territory potential, account workloads, seller capacity, ramp time, attrition, specialist ratios, and management spans.
• Partner with Finance, HR, and Sales Compensation to align targets, job design, performance expectations, and incentives with the intended model and seller behaviors.
• Lead transformation and measure results.
• Translate analysis into clear executive recommendations.
• Pilot material changes where practical and use results to refine the model before broader deployment.
• Establish a performance framework covering planning speed and quality, field readiness, coverage effectiveness, seller productivity, customer outcomes, and commercial return.
• Set business requirements for planning data, analytics, and systems.
• Lead adoption through regional implementation plans, manager and seller enablement, and structured field feedback.
• Build and develop a team with strong capabilities in GTM strategy, quantitative analysis, planning, and sales model design.

Qualifications

• 12+ years of relevant experience in GTM strategy, sales planning, sales strategy and operations, or a related discipline.
• 5+ years leading and developing global teams.
• Demonstrated personal ownership of at least one major GTM planning or sales model redesign.
• Deep experience designing customer segmentation, coverage models, sales roles, and selling motions.
• Strong commercial and financial judgment.
• Experience working across enterprise, commercial, or smaller-customer segments.
• Proven ability to influence senior sales and functional executives.
• Strong analytical fluency and the ability to interrogate underlying data.
• Exceptional written and verbal communication skills.
• Bachelor’s degree in business, economics, finance, engineering, a quantitative discipline, or equivalent practical experience.

Requirements

• Experience in a large global technology company with multiple product portfolios.
• Experience building a planning or sales design capability.
• Strategy consulting experience combined with direct accountability for implementation in an operating business.

Benefits

• Flexible medical, life insurance, and retirement options.
• Opportunities for community involvement through volunteer programs.

Company Description

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.