About the role:
Looking for dynamic sales person who would be responsible for the sales of Oracle Financial Consulting Services in JAPAC region. Responsible for selling the Oracle consulting services offerings. Develops new accounts and/or expands existing accounts within an established geographic territory, Financial Industry and Consulting services segment/offerings. 10-15 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 consulting services needs. Able to generate leads and submit proposals to the client utilizing a broad knowledge of Oracle Financial Consulting Service Offerings. Able to generate consulting services and nurture and close the transaction. Leading contributor individually and as a team member. Ability to collaborate well with internal and external teams. Has good executive presence and ability to have C'Level conversations.
What You Will Do
Annual Revenue - Achieve / exceed sales targets.
- Sales strategies - Develops effective and specific account plans for accounts to ensure Sales quota/Revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
- Trusted consultant - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a strong network and foundation so as to harvest future business opportunities.
- Customer Insights - Actively understand each customer's technology footprint, strategic growth plans, technology strategy landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
- Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become references for the LOB/Organization.
- Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities. Understands and manages Services Offering mix to suit the organizations long term view.
- Be responsible for the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing accounts.
- Work closely with the Operations/delivery team and ensure delivery of the programs on time and effectively
Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Pipeline partnerships - Leverage surround organizations including other LOBs, Partners to funnel pipeline into the assigned territory.
- Leverage Services Offerings - Be proficient in and bring all services offerings by the LOB on offer to bear on sales pursuits.
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Campaigns and Go To Market Initiatives – Drive all campaigns, GTM initiatives and events in the territory.
Sales Excellence
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Orchestrate resources: deploy appropriate teams to execute winning sales. Leverage One Oracle experience.
- Utilize best practice models available in Oracle.
- Understand Oracle Financial Consulting services’ competition and effectively position solutions against them.
- Responsible for accurate booking forecasting.
- Maintain CRM system with accurate customer and pipeline information.
What You Will Bring
- Exposure to business in JAPAC region.
- 10+ years of experience in sales of complex enterprise solutions, consulting services, with specific experience selling IT Consulting Services in Financial Services Industry.
- Demonstrated success with large accounts & transactions and lengthy sales cycles in a fast-paced, consultative and competitive market.
- Ability to build reciprocal relationships with different parts of the business, partners and customers and identifies alignments across LOBs and acts on opportunities to integrate business, with credibility at all levels, including Lines of Business and CxOs.
- Be creative with strong problem-solving skills and the ability to adapt and succeed in a fast paced and ambiguous environment.
- Confirmed ability to work well as part of an extended sales team.
- Business level English: Fluent in regional language business Level proficiency.
Target Customer Segment
Industry Vertical
You will be targeting customers in the Financial Services segment to sell Oracle Consulting Services Offerings.
Territory
JAPAC Region
At Oracle, we believe that innovation starts with diversity and inclusion and to create the future we need talent from various backgrounds, perspectives, and abilities. We’re committed to creating a workforce where all individuals can do their best work. It’s when everyone’s voice is heard and valued that we’re inspired to go beyond what’s been done before.
