Responsibilities include:
- Responsible for selling Banking Applications license to the financial services industry, as part of the FSGIU (Financial Services Global Industries Unit) at Oracle.
- Expand the contacts deep and wide within the customer organization- Account Mapping
- Lead and manage opportunities throughout the selling cycles with a strategic intent of Annualized revenue goals with measure across the Quarterly revenue attainment.
- Develop account plans for top 10 accounts and review with senior management and customers on regular basis.
- Defend/retain business of existing clients and drive relevant consulting units from the organization for this agenda.
- Drive strategic and solution selling on large opportunities that are characterized by a complex combination of technical, business, financial, human resources issues related to the strategic and tactical direction of customers.
- Orchestrate between multiple departments to ensure a total solution is presented to the customer.
- Coordinate with regional and global counterparts.
- Establishes "C" level contact within opportunities and demonstrates a detailed understanding of both the prospects’ sector and business drivers/challenges.
- Deliver accurate business forecasting at a plus or minus 10% accuracy rate and maintain an appropriate value level sales funnel for future business.
- Construct bespoke customer ready presentations and proposals with the help of support teams (sales consulting), maintain CRM information with accuracy and integrity of data.
- Proactive Account Management – Including regular client meetings/service reviews.
- Associate closely with the Partner network for greater reach and coverage of the territories.
Experience:
- Working in the BFSI industry with a proven and quantifiable consistent successful sales track record.
- Excellent written, verbal communication, strong organizational and time management skills
- Consultative and solution, integrated selling expertise and good understanding of the territories, market trends and client connects.
- Good business acumen with analytical and problem-solving skills to handle challenging situations.
- Excellent interpersonal and leadership skills, including conflict resolution, customer service and ability to motivate self and others.
- Able to handle multiple task tracks & take ownership of client problems with follow through to resolution.
- Clear and confident communicator capable of providing regular feedback to senior and C-suite management.
- Possess strong sales acumen, results orientated, driven and demonstrate ability to manage a sales funnel of pipeline business to deliver quota and indeed exceed it.
- Enthusiastic team player, self-starter, and independent worker
- Flexible and aware of changing circumstances as solutions are being constructed and proposed.
- Able to influence decisions, clarify positions and presentations, and communicate strategies.
- Open to new ideas and changes in thinking that offer potentially more creative and effective solutions to customer challenges.
- Has good understanding of Solutions Selling methodology and tools and applies these regularly to both gain a better understanding of the customers’ environment and manage the relationship. Excellent salesmanship - strong ability in identifying pain, customer’s business drivers, establishing value, leveraging relationships, and negotiating to close
Others:
- Experience of working in a multinational company and having handled the territories with proven sales track record.
Banking Products
Payments, Deposits, Loans, Credit & Lending, Trade Finance, Cash Management, Liquidity Management, Digital, APIs, Core Banking, Pricing, Billing, Cloud positioning & solution etc.
