Job Description

　　Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

　　Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

　　Acknowledged authority within the Corporation. Provides leadership and expertise in the development of new products/services/processes, frequently operating at the leading edge of technology. 12 years applicable experience including 9 years of sales experience. Successful sales track record. Ability to penetrate accounts, meet with stakeholders within accounts. Oracle knowledge and/or knowledge of Oracle's competitors. Interaction with C level players. Team player with strong interpersonal /communication skills. Excellent communication/negotiating/closing skills with prospects/customers. Travel may be needed. Bachelor degree or equivalent.

　　Responsibilities

　　This vacancy is for Oracle Financial Services Software, a separate company and majority-owned subsidiary of Oracle Corporation.

　　Oracle Financial Services Global Business Unit (FSGBU) 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

　　Oracle Financial Services Analytical Applications (OFSAA) Suite of products that is geared to address the Finance, Risk Data Management and Financial Crime technology landscape today supports some of the largest Global Tier 1 institutions in meeting the challenges of the ever-changing regulatory landscape.

　　For more information, please visit FCCM (Financial Crime and Compliance Management) (https://www.oracle.com/industries/financial-services/products/crime-compliance/index.html)

　　Description

　　What You’ll Do

　　Develop and execute Go to market plans to achieve and exceed sales targets and drive Market growth and expansion.

　　Maintain and Build an in-depth understanding of the Financial Crime and Compliance market and changing technology landscape

　　Build relationships and establish communications at the highest executive levels in your accounts and Markets to understand their business and technology challenges and priorities

　　Develop and maintain key account and opportunity plans for the most critical medium to high value opportunities.

　　Understand the formal and informal buying process in the customer's environment – the influencers, gatekeepers, decision makers, budget holders and procurement - and develop strategies for each to mitigate risk and increase deal confidence

　　Manage the closing process including negotiations, terms and conditions, and procurement activities

　　Consistently communicate and brainstorm with your colleagues, extended team and drive feedback into management around all aspects of account, opportunity and market development.

　　Leverage the power of the wider Oracle Ecosystem – work closely with your technology, application colleagues, Key Account Directors and Local Country Oracle management teams.

　　Collaborate with Marketing, Product and Customer Success to develop a sustainable “value proposition” to drive positive sales outcomes and deepen market presence

　　Participate and drive customer engagement at conferences, Industry events and seminars in your respective territory.

　　Develop a 5x 12-month pipeline of qualified opportunities to meet and exceed your quota targets

　　Effectively and rigorously use Oracle CRM system to maintain and manage your pipeline for end to end opportunity management and to ensure effective cadence on deal forecasting.

　　Build, Manage and Enable your partner ecosystem – regional and international consulting partners and SI’s - to be your voice to market/ customer.

　　Build a deep understanding of your competitive landscape – the known and unknowns

　　Travel commitment – approximately 50 – 60% of time.

　　Required Skills/Experience

　　What You’ll Bring

　　Successfully sold Enterprise class applications into Financial Institutions

　　Strong understanding of Financial Crime and Compliance technology or Related Enterprise class analytical applications- Fraud detection, Big Data analytics.

　　You have a strong orientation towards Data Science (ML, AI), Graph and related analytical technology.

　　Proven consultative and solution sales solution skills, including the ability to articulate and build clear and concise return on investment value statements.

　　Structure business problems and jointly arrive at viable solution approaches alongside solution and product teams

　　Ability to manage complex and long tail sales cycles along with the ability to provide coordination, leadership and direction to your extended team/ colleagues

　　Strong time management and ability to effectively work under pressure in a fast paced complex and global sales environment.

　　Ability to own, control and manage complex customer negotiation cycles with procurement, legal and executive leadership teams on the path to contract close.

　　Strong orientation to internal team communication, continuous collaboration and establishing transparency amongst stakeholders.

　　Ability to manage complex and wide ranging internal processes within the Oracle structures

　　Ability to make sense of ambiguity, think on your feet and maintain objectivity while solving problems through long drawn out sales cycles and processes

　　Willingness to continuously learn and ideate new ideas and solution approaches with your External (Customer/Partners) and Internal stakeholders

　　Clarity of thought and crisp structured communication is tantamount

　　Strong Spoken and Written Communication and Interpersonal skills.

　　As part of Oracle's employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification and professional qualifications and memberships (if applicable).

　　About Us

　　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