Consulting Sales Director - Banking

Responsible for sales of Oracle consulting services in French speaking Africa.

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.

12 plus 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 business solutions & resource needs. Able to generate leads and meet sales targets; Close contracts and successfully manage client relationships utilizing a broad knowledge of banking & financial services and Oracle’s product and service offerings. Able to generate consulting services and nurture and close the transaction. Viewed as an expert in building connects in the region with clients, industry experts, re-sellers, big 4 consulting firms and other complementing 3^rd party ISV ecosystem. Recognized authority and leading contributor in immediate business area/function. Work is non routine and very complex, involving the application of advanced technical/ business skills.

Responsibilities

Oracle Financial Services Global Industry Unit (FSGIU) 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

Within the FSGIU portfolio of offerings includes Oracle Core & Digital Banking, transaction banking, mid office solutions for retail and corporate.  We help clients to:

• Accelerate digital transformation. 
• Drive business agility. 
• Improve CSAT & TAT for bank’s customers
• Deliver operational efficiency 
• Improve Cost / Income ratio
• Collaborate with ecosystem for Banking As a Service

Brief Description of the Role: 
The existing vacancy is for a seasoned banking software services sales person to listen & understand customer’s business; forge relationship with senior client stakeholders;  position and sell Consulting Services for Oracle’s Core and Digital banking solutions. The territory is defined as French speaking Africa within the banking and Financial Services industry.

The Sales person must tirelessly hunt and farm accounts across the territory assigned and have an outstanding capability to create opportunities in both the white space and the existing accounts. Should have an existing network across financial services coupled with a track record of overachieving annual services sales target which will be above USD 10 Million

 

Responsibilities:

We require an excellent networker who has the ability to identify client’s stakeholders (IT and Business) to position our Consulting services in conjunction with license sales and presales.

Primary objectives: 

•  Position is responsible for selling consulting services and achieve Sales targets for Banking Consulting Sales in Algeria, Morocco, Tunisia, Cote d’Ivoire, and some named accounts in other French speaking countries. Emphasis is on Algeria & Morocco markets
• Strategically engage customers with the view of building key relationships and creating the foundation for Consulting Sales. 
•  Competency in positioning the portfolio at “C” level at a business, IT and operational level. 
•  Building a deep and active engagement model with Clients. 
•  Creating a tailored ‘case for transformation’ and solution proposal with supporting business case for each opportunity. 
•  Close opportunities in a timely and managed process. 
•  Sales lead generation and pipeline management. 
• Proven experience in deal closure
• Experience in working with local re-seller partners is a must
• Thorough knowledge of bidding pre-requisites with large public sector banks is a must
• Collaborate and across Oracle Line of Business stakeholders and within the various teams in the FSBIU. 
•  Lead FSGIU account plan and coverage model to identify target Clients 
•  Works with partners, alliances, license sales, and other internal Oracle organizations. Interacts internally and externally with executive management requiring negotiation of difficult matters 

 Requirements:

•  Seasoned Banking Software Sales professional with minimum of 10-12 years of experience in the areas of core & digital banking applications like Sopra, Finacle (Infosys), T24/TI_ (Temenos), Misys Finastra or similar vendor applications 
•  Experience in shaping and developing significant investment initiatives / projects of $US 5M and upwards, including business case development, detailed solution scope, implementation approach and plan, etc. 
•  Deep knowledge about the regulatory trends in banking industry is vital. 
•  Self-starter / independent worker 
•  Strong combined Sales & business development skills 
• Should be willing to travel 30% of time
• Used to managing sales cycles for strategic opportunities (solution selling) 
•  Knowledge of finance fundamentals, retail/commercial banking products life cycle, accounting and back-office operations 
•  Knowledge of IT and Banking 
•  Excellent communications and networking skills 
•  Ability to collaborate across internal and external stakeholders 
•  Partner management experience would be beneficial 
•  Proven problem solving capacity, including needs analysis and business justification skills 
•  Ability to travel locally, Regionally and Internationally to cover the market patch allotted 
  
   Linguistic skills: 
  
  Fluency in written & spoken French and English is a must