Consulting Sales Rep 5

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 license sales and pre sales team as well as broader Oracle organization to up sell 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 Oracle banking suite of products and services, 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 interpersonal 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.

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Responsibilities:

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, PowerPoint as well as MPP.  The role also includes contract negotiations and managing internal stake holders during the sales and contracting lifecycle.

KPI's for the role

Accelerate growth of O 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.

At least years' experience selling core banking applications / services for  IT companies in the same space  to C level stakeholders in large financial institutions.

At least 5 years of experience in similar role in Asia Pacific region.

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.

Strong leadership skills. Strong communication and negotiation skills. Industry experience. Able to develop executive level relationships. Strong Oracle product knowledge preferred. BA/BS preferred. 15+ years relevant sales experience. Experience managing staff. Willing to travel regionally. Assist in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interact across functional areas with senior management or executives to ensure unit objectives are met. Able to influence thinking or gain acceptance of others in sensitive situations.

DRIVING CHANGE Demonstrates resilience in driving change Evaluates and takes measured risk Handles high levels of ambiguity effectively Secures commitment for change initiatives and addresses any concerns.

BUILDING STRATEGIC PARTNERSHIPS Secures broad support for initiatives from key players across lines of business (LOB) Actively builds connections and partnerships with others across organizational, cultural, and global boundaries Addresses and resolves conflict or competing priorities that may become barriers to collaboration Integrates global inclusion strategies/behaviors into business strategy and plans.

ORGANIZATIONAL INFLUENCING Builds stakeholder relationships to gain internal and external support and backing Presents and articulates complex concepts and ideas in a persuasive and easy to understand manner Cultivates networks throughout the organization to support and create a foundation for future influence.

DRIVING COMPETITIVENESS AND INNOVATION Uses deep customer understanding to deliver competitive advantage Establishes systems and processes that create an environment that allows for exploration of new ideas Builds value across multiple lines of business Proactively addresses changing priorities and operating environment.

COMPLEX DECISION-MAKING Provides balanced judgment and demonstrates problem-solving skills in extremely complex and ambiguous situations Demonstrates ethical, balanced judgment and decisiveness when consequences of the decision involve potential risk to business results, team, or self Recognizes the broad, systematic implications of problems and issues.

LOB EXECUTION Develops and executes operational plans that deliver business results Holds self and others accountable for achieving targets/objectives Maintains deep insight into the details; knows when to step in to correct course of action Identifies potential barriers to performance and creates contingency plans Maintains quality standards and delivery of timely results across teams.

Career Level - IC5