Latest Recruitment at Oracle

What You’ll Do

Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve.

The Sales Consultant will be responsible for supporting the FSGBU Banking sales Managers in the Middle East & Africa by supporting them from a functional, solution & commercial perspective in the Banking & Financial services deals/opportunities. The Sales Consultant will be leading multiple opportunities in East Africa as well as Africa in general.

You will:

• Understand client business needs and requirements & proposing a solution for prospective customers by working closely with the FSGBU solution experts, Sales & Consulting teams across Corporate Banking, Retail Banking and Payments.
• Utilize the deep understanding of FSGBU Banking solutions in order to demonstrate its value to prospective clients in the Banking industry
• Conduct fit-gap analysis with banks to assess fitment between their requirements and FSGBU Banking solutions.
• Conduct client demonstrations that are tailored to meet specific client requirements and business needs
• Respond to RFP/RFI (Request for proposal/information) for Retail & Corporate Banking systems
• Bid managing Sales opportunities in liaison with the different teams to ensure successful submission of bids to prospective customers.
• Support the sales group in terms of positioning Oracle FSGBU products and services to displace competitors during the sales process
• Prepare Requirement and Functional specifications
• Influence product development based on prospect interactions, market trends, local country requirements especially Kenya & East Africa.
• Communicate product information, changes and direction to sales managers.
• Understand current business / industry environment (financial services and banking) including relevant regulations, business drivers, evolving business needs etc
• Take a lead & help FSGBU to drive business/increase revenue in the Middle East & Africa to help the FSGBU sales in Business development to increase the pipeline with specialized focus in South Africa & Southern Africa.

REQUIRED SKILLS/EXPERIENCE
What You’ll Bring

• Your enthusiasm, knowledge, and customer-centricity will help us become the number one cloud company in the world. We also look for:
• Proven track record in providing solutions to the Banking Institutions worldwide, especially in Middle East & Africa. Especially East  Africa
• Banking Domain knowledge in Retail Banking & Payments is essential. Banking Domain knowledge in Corporate Banking is desierable desierable.
• Functional domain experience with product vendors, System Integrators or banks on core banking applications like FLEXCUBE (Oracle), Finacle (Infosys), Globus/T24/IBIS (Temenos), Midas/Bankmaster/Equation (Misys), Banks/Quartz (TCS), Symbols (SunGuard, SystemAccess) or Specialized Corporate Banking applications for Trade/Liquidity/Virtual accounts/Cash management etc or similar vendor applications
• Strong knowledge of finance fundamentals, Retail/Corporate banking products life cycle, accounting and back-office operations
• Relationship management experience with Financial services Customers, either in a presales or delivery role (e.g., as a Consultant or Project Manager)
• Excellent communication skills (verbal and written)
• Excellent presentation skills
• Excellent interpersonal relationship building skills
• Strong analytical skills
• Ability to understand and capture business requirements
• Must be willing to travel at least 50% of the time on pre-sales engagements
• The job location will be Nairobi

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Brief Description of the Role:

The existing vacancy is for a seasoned banking software application sales person to position and sell Consulting Services for Oracle’s Core and Digital banking solutions. The territory is defined as East & Horn of Africa  Named Accounts  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

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 East & Horn of Africa and some named accounts in other African countries. 
• 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.
• Collaborate and across Oracle Line of Business stakeholders and within the various teams in the FSBGU.
• Lead FSGBU 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 SAP, Finacle (Infosys), T24/IBIS/Globus (Temenos), Midas/Bankmaster/Equation (Misys), Banks/Quartz (TCS), Symbols (SunGuard, SystemAccess) 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 African banking industry is vital.
• Self-starter / independent worker
• Strong combined Sales & business development skills
• 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

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What you will do

Oracle CX Suite:

Oracle Advertising and Customer Experience (CX) offers a connected suite of applications beyond traditional CRM, enabling businesses to create, lead, serve, and nurture lasting customer relationships throughout the customer lifecycle.

Oracle CX Go-to-Market Objectives:

• Reposition Oracle as the CX innovator in ECEMEA markets.
• Drive net new CX customer acquisition.
• Expand CX footprint with existing customers through elevated technology capabilities.
• Align with customer transformations and programmatic sales plays.

Oracle CX Sales Team:

• Join the Oracle CX Sales team during a progressive time, assisting customers in redefining technology usage to meet market expectations.

Role Specialization:

• Sales-focused role with high visibility and clear accountabilities.
• Suited for individuals with a strong entrepreneurial instinct and sales skills.
• Requires a forward-thinking approach to innovation driven by technology.
• Convergence of Efforts: Serve as a focal point for converging Prime Sales, Solution Engineering, and Strategy and Business Development efforts into winning CX execution for Oracle.

Desired Experience

Key Responsibilities:

• Plan, lead and implement net new and expansion of Oracle CX in the market.
• Engage stakeholders within accounts while providing value.
• Maintain a complete understanding of competition in Oracle CX and influence the sales process for proactive and counteractions.
• Collaborate with CX country teams to build and implement local plans and support activities around enablement and business development.
• Run sales through forecasting, account resource allocation, account strategy, and planning.

Skill Requirements:

• Strong entrepreneurial instinct and sales skills.
• Strategic outlook on technology-led innovation.
• Ability to engage stakeholders and provide value.
• In-depth understanding of Oracle CX suite and competitive landscape.
• Experience in leading sales through forecasting and account strategy.
• Ability to work with multiple internal and external stakeholders.

What we will offer you

• A competitive salary with exciting benefits
• Learning and development opportunities to advance your career
• An Employee Assistance Program to support your mental health
• Employee resource groups that champion our diverse communities
• Core benefits such as life insurance, and access to retirement planning
• An inclusive culture that celebrates what makes you unique