For  designated countries with the ASEAN territory to lead Consulting sales for OFSAA (Oracle Financial Services Analytical Applications) products. OFSAA LOB is part of Oracle’s Financial Services Global Business Unit (FSGBU) that works primarily in the financial services space catering to risk , treasury , compliance and regulatory reporting requirements of financial institutions.

 

This is a key sales role that is responsible for growing professional services business in the designated region to help achieve and exceed the sales booking targets. Working very closely with other oracle stakeholders including the OFSAA license sales team as well as broader Oracle organization to upsell and cross sell products and services in the target accounts is a key expectation of this role.

 

Building the consulting services book of business by qualifying deals and creating a healthy pipeline is a key requirement for this role. The individual should be comfortable to make presentations to C level executives and articulate the value of proposition of OFSAA suite of products, create a sales account plan for target accounts and actively pursue and manage the close plan for accounts where a deal closure is imminent. This role expects the person to have a high level of emotional intelligence and inter personal skills given that this role will need to communicate with a range of stakeholders within the organization  during a deal pursuit. Experience in banking, solutioning of analytical applications / products , a broader understanding of the finance and risk landscape is definite plus for this role. In addition, the person should have good understanding of the current developments in the technology side, especially on adoption of fintech services, big data, cloud and machine learning.

 

The individual is also responsible for structuring the professional services deal which involves documentation of the proposal covering articulation of business pain points, proposed solutioning , architecture options , deployment models , risk and mitigation  and pricing options. The person should be hands on with MS office tools viz., MS excel, visio, powerpoint as well as MPP.

 

KPI’s for the role

 

Accelerate growth of OFSAA professional services  by providing repeatable, profitable and innovative solutions to enable customers realize business value\:

 

• Financial - Achieve the sales booking and margin targets
• Customer satisfaction - Help customers adopt best practices and service offerings and ensure customers achieve ROI for Oracle investments
• Operational –  Lead the sales discussions with the client , run the bid pack and proposal approvals with the global risk management and business approvers and ensure that proposals are approved within the agreed TAT
• Compliance – ensure compliance with the extant policies and guidelines

 

Desired Skill set and experience

 

• Track record of managing a large services P&L to accelerate revenue, margin and growth
• Experience of selling to banks in the region. Strong and established relationship with C level and senior managers of financial institutions in the region
• Strong academic background. Engineering graduates with management degree holders would be preferred
• At least 10- 15 years’ experience selling banking applications to C level stakeholders in large financial institutions
• Good business and commercial acumen with strong negotiation skills
• Ability to work in a multi cultural work environment, cutting across time zones
• Ability to build relationships with the organization and maintain solid professional relationship
• Prior Experience in dealing with Risk, performance and compliance management solutions for Banks and financial institutions preferred.
• Exceptional communication and presentation skills

 

!|!Responsible for sales of Oracle consulting services.

Responsible for selling the Oracle consulting services. Develops new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.

8-12 years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop strong business relationships with customers such that they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle service offerings. Able to generate consulting services and nurture and close the transaction. Leading contributor individually and as a team member, providing direction and mentoring to others. Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization.!|!