Jobs for People with MS: National MS Society

Job Description

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.

5-8 years of relevant field sales experience. Able to develop strong internal relationships. Able to network and develop business relationships with customers such that they turn to Oracle for their resource needs. Able to generate leads and submit proposals to the client using a knowledge of Oracle service offerings. Able to generate consulting services and further and close the transaction. Job duties are multifaceted and complex, needing judgment. May have project lead role.

Responsibilities

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 customers 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 crafting 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, build a sales account plan for target accounts and actively pursue and handle 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 interpersonal skills given that this role will need to connect with a range of customers 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 difficulties, 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 standard methodologies and service offerings and ensure customers achieve value for Oracle investments

• Operational – Lead the sales discussions with the client, own 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 Skills and experience

• Track record of handling 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

• 7+ years’ experience selling banking applications to C level customers in large financial institutions

• Good business and commercial competence 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 proven professional relationship

• Prior Experience in dealing with Risk, performance and compliance management solutions for Banks and financial institutions preferred.

• Outstanding communication and presentation skills

About Us

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Disclaimer:

Oracle is an Equal Employment Opportunity Employer*. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.

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