Oracle Consulting Sales Manager in Des Moines, Iowa
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.
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This Sales Role (based in New York) will be responsible for Sales of Consulting Services around Oracle’s Banking Products within Oracle FSGBU (Financial Services Global Business Unit).
This individual contributor role requires the candidate to spend 60% of efforts in acquiring new consulting revenue streams and 40% of the efforts in managing ongoing engagement for a Fortune 100 Client (US Bank) in Americas Region. The client is one of our flagship accounts with a global install base across Americas, EMEA & Asia in 70+ Markets for Oracle FSGBU Banking Products & Consulting.
In this role, the person is expected to develop strong relationships with senior executives including the CxO’s at the client organization across business and technology to understand strategic transformation initiatives & pursue opportunities related to our offerings.
Work is non-routine and complex, involving the application of advanced business, functional and technical skills.
10+ years of experience selling IT Software/IT Applications/IT Consulting/IT Services to Tier 1 Global Banking Institutions / Capital Markets.
Preference for candidates with MBA / Engineering and strong understanding of Banking Domain (Institutional / Corporate / Consumer Segments)
Ability to “ Deliver Growth ” – Candidate needs to demonstrate strong track record with accomplishments & awards for Sales Targets & Achievement (Strong Performance across Booking, Revenue, Margin and DSO). On a day to day basis the job will involve meeting customer stakeholders, identifying customer problems, organizing opportunity pursuit plan, strategizing solutions along with Product Engineering, Pre-Sales & Consulting Delivery Units, anchoring the proposal preparations & presentations, negotiating business contracts & costs with customer, managing opportunities in sales systems, preparing forecasts and getting contracts executed.
Ability to “ Build Relationships ” - Candidate needs to demonstrate credibility to engage & develop positive and productive C-Suite Relationships to create strong pipeline. The candidate would be required to lead & manage customer concerns and queries to ensure customer satisfaction.
Ability to “ Engage Strategically ” – Candidates need to demonstrate past wins / sales pursuits through strategic transformation dialogues with excellent communication & presentation skills. The candidate should be able to assess potential business risks and develop mitigation plans with new business opportunities
Ability to “ Solve Problems ” – Candidates need to demonstrate experience in Opportunity Management (Identify/Generate/Closure), Solution Management (Liaising with Architecture, Engineering and Development) & Contract Management (Negotiations/Closure). The job requires candidate to develop account strategies & perform varied and complex duties and tasks that need independent judgment, in order to propose Consulting Services to address customer needs.
Ability to “ Sell on Value ” – Candidate needs to demonstrate solution selling experience in as many areas of Application Development across Banking & Capital Markets - DDA, Accounts, Corporate Lending, Payments, Trade Finance, SCF, Treasury, FX, MM, Fixed Income, Securities, WM/PB/Retail Banking etc. The candidate needs to have an ability to articulate NextGen Technology Elements – Cloud, API, Artificial Intelligence, Machine Learning, Blockchain, Automation, Analytics, Microservices, Agile Methodology, and CI/CD etc. The candidate should have a broad understanding of solutions, industry best practices, evolving business models (like subscription economy, e-commerce flows etc.), evolving regulations (such as Open Banking /PSD2, ISO20022 etc.), multiple business processes or technology designs within banking product/technology family.
Other attributes: Team Player, High Energy Levels, Socially Active, Strong Networking Skills. The individual should be able to work & collaborate effectively with global teams (regional account reps, license reps, presales, product strategy, product engineering, consulting etc.) within Oracle to bring together a solution that meets customer needs.
KPI’s for the role
Financial - Achieve the Sales Targets (Booking, Margin)
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
Oracle is the world’s largest enterprise software vendor with 286,000 global customers and USD 37.73 billion in revenue.
Oracle Financial Services Global Business Unit (FSGBU) https://www.oracle.com/industries/financial-services/index.html is a world leader in providing IT solutions to the financial services industry. Oracle’s customers include ten of the top ten global banks, ten of the top ten insurance companies, ten of the top ten securities firms, five of the top five mutual fund companies and four of the top five World stock exchanges. With the experience of delivering value-based IT solutions to over 840 financial institutions in over 130 countries, the FSGBU understands the specific challenges that financial institutions face: the need for building customer intimacy and competitive advantage through cost-effective solutions while, simultaneously, adhering to the stringent demands of a dynamic regulatory environment. Our solutions have the world's most comprehensive and contemporary banking applications and provide a technology footprint that addresses their complex IT and business requirements.
Diversity and Inclusion:
An Oracle career can span industries, roles, Countries and cultures, giving you the opportunity to flourish in new roles and innovate, while blending work life in. Oracle has thrived through 40+ years of change by innovating and operating with integrity while delivering for the top companies in almost every industry.
In order to nurture the talent that makes this happen, we are committed to an inclusive culture that celebrates and values diverse insights and perspectives, a workforce that inspires thought leadership and innovation.
Oracle offers a highly competitive suite of Employee Benefits designed on the principles of parity, consistency, and affordability. The overall package includes certain core elements such as Medical, Life Insurance, access to Retirement Planning, and much more. We also encourage our employees to engage in the culture of giving back to the communities where we live and do business.
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 ensure that individuals with disabilities are provided reasonable accommodation to successfully participate in the job application, interview process, and in potential roles. to perform crucial job functions.
That’s why 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.
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.
* Which includes being a United States Affirmative Action Employer
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