Oracle is strongly committed to the global financial services industry. In order to assist financial institutions, Oracle has brought together the industry's best application and technology ecosystem for evolutionary transformation, providing customers with the largest footprint of functional assets. Oracle's transformation strategy for financial services industry is executed through the Oracle Financial Services Global Industry Unit (FSGIU).
Job Overview:
For the role of Principle Sales Consultant for JAPAC, we are searching for a motivated and passionate individual, who can lead client engagements in core banking & payments and take JAPAC Banking towards excellence. With your drive and a go-getter attitude, you will play a key role in driving the sales of Oracle banking applications.
You will be responsible for supporting the Oracle Banking Sales Managers in JAPAC from both a functional, solution and commercial perspective in the Financial Institutions Banking domain and enable selling Oracle’s market-leading Banking Solutions focused on Core Banking & Payments. The candidate will be responsible for leading the sales cycle and will be responsible for the overall solution design to meet the business requirements and fulfil user stories, and for leading a team of resources through the sales cycle.
As a lead, the candidate should have extensive hands-on experience in core banking & payments. This experience could have been with a bank or with an IT product/services vendor, or a combination of both. Prior experience with IT products & solution in these areas will be highly desirable.
In addition, the Solution Lead will also be responsible for developing thought leadership in the domain through research & analysis, industry engagements and client interactions. Being a thought leader, Solution Lead will mould the thinking of our prospects as well as actively interact with FSGIU product management to give definitive product development direction.
Responsibilities:
- Business Requirement Mapping - Understand client business needs and requirements & proposing a solution for prospective customers by working closely with the FSGIU solution experts, Sales & Consulting teams.
- Domain Expertise - Utilize your domain expertise and the deep understanding of FSGIU Banking solutions to lead client engagements and demonstrate value to win business
- Value Proposition - Own the solution design and Value Proposition on major client engagements.
- Sales Cycle Engagement - Play an integral role in the sales process utilising knowledge of products and their capabilities to assist sales executives in addressing client/prospect requirements.
- Thought Leadership - Understand current business/industry environment (financial services and banking) including relevant regulations, business drivers, evolving business needs.
- Fit Gap Analysis - Conduct fit-gap analysis with banks to assess fitment between their requirements and FSGIU Banking solutions.
- Influence Product Direction - Communicate product information, changes and direction to sales managers.
- Cross-functional Collaboration - Work closely with other departments, including marketing, product teams, Sales Consulting and other LOBs to ensure right outcomes during an engagement
- Demos and POCs - Conduct client presentations & demonstrations that are tailored to meet specific client requirements and business needs
- RFP/RFI - Respond to RFP/RFI (Request for proposal/information) for Retail, Corporate, Universal Banking systems
- Leadership - Take a lead & help FSGIU to drive business/increase revenue in the JAPAC region to help the FSGIU sales in Business development to increase the pipeline.
- Drive solution assurance process on behalf of sales executives to obtain client/prospect requirements, identify and prioritize functionality gaps with the sales executive and the client/prospect, initiate request-source process to obtain estimates to address functionality gaps or define appropriate workarounds, and gather all necessary information for internal suppliers to commit to performing the conversion.
- Collaterals - Create and maintain opportunity-specific product presentations and collateral.
- Interact with vendors and other organisations where appropriate to evaluate third-party vendor opportunities and solutions.
- Other related duties assigned as needed.
Desirable qualifications, experience, knowledge:
- Experience in Core Banking & Payments domain
- 10 to 15 years proven track record in providing solutions to the conventional financial services, capital markets or banking sector in the JAPAC region
- Must meet skills and experience mentioned above in Responsibilities.
- Functional domain experience and expertise in one or more of the following product/vendors
- Banking experience with applications like Banking applications like FLEXCUBE (Oracle), Finacle (Infosys), Globus/T24/IBIS (Temenos), Mambu, Thought Machine
- Payment processing experience
- Previous experience with Oracle FLEXCUBE Universal Banking Solution is advantageous.
- Relationship management experience with Customers, either in a presales or delivery role (e.g. as a Consultant or Project Manager).
- Strong Leadership Skills to engage & support field sales teams effectively.
- 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 (>50% of work hours).
- Must be authorised to work within Singapore.
