Business Proposal Representative - US Government and Public Sector

Oracle Health is seeking a Business Proposal Representative to support Account Executives pursuing federal health IT and technology opportunities. This role coordinates customer engagement, opportunity research, capture planning, and early proposal activities to keep pursuits organized and moving forward. The Account Executive leads customer strategy and sales decisions; the Business Proposal Representative provides the preparation, coordination, and follow-through that enable success.

Disclaimer:

Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.

Range and benefit information provided in this posting are specific to the stated locations only

US: Hiring Range in USD from $31.83 to $63.65 per hour; from: $66,200 to $132,400 per annum. May be eligible for equity.


Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business.
Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Oracle US offers a comprehensive benefits package which includes the following:
1. Medical, dental, and vision insurance, including expert medical opinion
2. Short term disability and long term disability
3. Life insurance and AD&D
4. Supplemental life insurance (Employee/Spouse/Child)
5. Health care and dependent care Flexible Spending Accounts
6. Pre-tax commuter and parking benefits
7. 401(k) Savings and Investment Plan with company match
8. Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
9. 11 paid holidays
10. Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
11. Paid parental leave
12. Adoption assistance
13. Employee Stock Purchase Plan
14. Financial planning and group legal
15. Voluntary benefits including auto, homeowner and pet insurance

The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
As part of Oracle's onboarding process and consistent with applicable law, US-based employees are required to complete identity verification, which involves the collection and processing of their biometric information. Accommodations to this requirement may be granted following an individualized assessment.

Key Responsibilities
 

Responsibilities are organized to mirror the six process families in the Pursuit Operations Domain, scoped to the support-the-AE mission. Every responsibility below is performed in service of and in coordination with the supported Account Executive — the AE leads, the Pursuit Manager enables.
 

1. Sales Director Support & Account Coordination
•     Coordinate customer meetings, briefings, demos, and field engagements for supported AEs; manage scheduling, logistics, prep materials, and read-aheads.
•     Open and warm doors — coordinate introductions, follow up on AE outreach, drive scheduling conversations to closure so the AE arrives ready.
•     Capture meeting outcomes, action items, and next-step commitments; drive follow-up to closure so nothing falls between AE and customer touchpoints.
•     Run point on internal team huddles for major pursuits — keep the AE, solution architect, partner contacts, and product team aligned.
2. Market Intelligence & Opportunity Sensing
•     Partner with the Market Intelligence function to identify emerging opportunities, agency funding shifts, and competitor moves on covered accounts.
•     Monitor SAM.gov, GovWin, agency forecasts, and partner intel feeds; surface qualified leads to the AE within 48 hours of release.
•     Identify and propose marketing and selling targets to the AE for inclusion in the forward pipeline; bring evidence, not opinion.
•     Maintain a rolling 12–24 month named opportunity pipeline on covered accounts with positioning notes and AE engagement status.
3. Sources Sought, RFI & Pre-RFP Response Support
•     Draft sources sought and RFI responses in support of the AE; coordinate inputs from product, solution architecture, and partners.
•     Run the internal review and approval cycle to on-time submission; manage version control and document hand-offs.
•     Build first-draft win themes and competitive positioning for AE refinement; the AE owns the final narrative — the Pursuit Manager builds the raw material.
•     Manage post-submission follow-up actions, debrief documentation, and lessons learned capture.
4. Capture Plan Development & Maintenance
•     Build and maintain the capture plan for every bid-board-approved pursuit on the covered portfolio: customer profile, decision-maker map, competitive landscape, hot buttons, win themes, gap analysis, shaping actions.
•     Refresh capture plans on a defined cadence; ensure the plan reflects current customer reality, not stale assumptions.
•     Track Probability of Win (PWin) movement over the capture cycle; surface the actions needed to move PWin upward to the AE.
•     Coordinate competitive intelligence updates with the Market Intelligence function; keep the competitive view current and credible.
5. Bid Board Preparation & Win Theme Support
•     Prepare the bid board readiness package for the AE to present: opportunity summary, capture plan, financial framing, win themes, teaming recommendation, resource ask.
•     Schedule and coordinate bid board logistics; manage redlines, follow-up actions, and documentation.
•     Support the AE with rehearsal and Q&A prep before bid board presentation; the AE presents — the Pursuit Manager makes sure the AE is ready.
•     Coordinate the post-approval handoff to Federal Proposal Management for clean transition into proposal execution.
6. Partner & Pipeline Coordination
•     Coordinate with prime contractor and consulting partners – Examples Leidos, GDIT, Booz Allen, Deloitte, Accenture, Kyndryl, etc. on covered pursuits — schedule working sessions, track partner commitments, manage follow-ups.
•     Maintain accurate, current opportunity records in Sales Cloud for all covered pursuits — stage, dollar value, close date, PWin, capture status.
•     Provide pipeline inputs for weekly federal pursuit reviews, monthly operating rhythms, and quarterly business reviews.
•     Generate AE-ready reports and dashboards on the supported portfolio; surface forecast risks and slipping pursuits proactively.
Required Qualifications
•     Bachelor's degree, or equivalent combination of education and federal sales / business development / pursuit support experience.
•     Minimum 3 years of federal sales support, business development, capture coordination, or pursuit management experience — ideally in federal health, IT, or services.
•     Demonstrated career ambition and trajectory; clear interest in growing into a Federal Sales Director role.
•     Strong project management, coordination, and follow-through chops — comfortable owning a hundred small commitments and closing everyone.
•     Customer-facing presence — composed and credible in front of federal customers and senior partner executives, even in a support capacity.
•     Working knowledge of federal acquisition basics (IDIQ, BPA, GWAC, GSA Schedule, sources sought, RFI/RFP lifecycle).
•     Strong working proficiency with CRM (Salesforce or equivalent), SharePoint, and Microsoft 365.
•     Excellent written and verbal communication; can draft a source sought response, a meeting summary, and a capture plan with equal facility.
•     Comfortable in the use of AI tools to accelerate productivity.
•     U.S. Citizenship required; ability to obtain a Public Trust clearance.
Preferred Qualifications
•     Direct sales support experience for a federal civilian agency — HHS, NIH, NASA, DOE, DOJ, OPM, Department of State, or comparable.
•     Existing relationships across federal systems integrators (Leidos, GDIT, Booz Allen, Deloitte, Accenture, etc) at the working / account-team level.
•     Exposure to capture management methodology (Shipley, APMP, or equivalent) — formal credential not required but signals readiness.
•     Existing Public Trust, Secret, or higher-level federal clearance — accelerates ramp on DoJ / DOE pursuits.
•     Familiarity with Oracle Health (Cerner Millennium), Oracle Cloud Infrastructure (OCI), or comparable enterprise health IT or federal cloud platforms.
•     Prior employment with a federal systems integrator, consulting firm, or agency — ideally in a role adjacent to capture or sales.
 

Performance Metrics
The Pursuit Manager will be measured against support-effectiveness and growth-readiness metrics that reflect the embedded support mission and the development trajectory. Targets are first-year baselines and will be reviewed quarterly.
 

Metric Target
   Sales Director hours reclaimed
 ≥ 10 hours per week per supported AE on coordination, prep, and follow-up
   Sources sought / RFI responses supported
 ≥ 12 high-quality submissions per fiscal year on covered portfolio
   Customer meetings coordinated
 Active calendar and prep on every major customer engagement for supported AEs
   Capture plan currency
 100% of bid-board-approved pursuits have a current capture plan refreshed within 30 days
   Pipeline data accuracy
 ≥ 98% of supported opportunities current within 5 business days