Oracle Senior Account Sales Executive – Financial Crime and Compliance Management in Italy, Italy

Senior Account Sales Executive – Financial Crime and Compliance Management

Preferred Qualifications

SeniorAccount Sales Executive – Financial Crime and Compliance Management

SouthernEurope – Italy / Spain / Portugal & Greece

Oracle Financial

Services GBU provide the industry's most comprehensive set of packaged software

applications for the financial services industry.

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.

The

OFSAA Solutions team is now seeking to expand its market presence in the

Financial Crime and Compliance technology segment, to tap into a broader market

segment across Financial institutions and expand our Geographical coverage

across key markets in the region.

We are seeking an energetic,

self-starter with strong organizational skills, perseverance and the ability to

focus on building a solid business pipeline to help us grow our compliance

technology footprint across the Southern European Region. You are confident of

leading all aspects of an Enterprise sales engagement and have a proven and

consistent track record of performance selling at the enterprise level.

You

will work closely with your customers as a trusted advisor to understand their business

and technology challenges and are comfortable communicating and effectively

articulating the value of Oracle’s enterprise-class Financial crime technology,

in addressing these challenges and opportunities.

You

are comfortable working with Financial Crime Practitioners, Technologists and Executive

decision makers, in effect, enabling your customer to see a long-term partner

in Oracle for their Financial Crime and Compliance technology needs.

Responsibilities:

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

  • Maintain and Build an in-depth understanding of theFinancial Crime and Compliance market and changing technology landscape

  • Build relationships and establish communications atthe highest executive levels in your accounts and Markets to understand their businessand technology challenges and priorities

  • Develop and maintain key account and opportunityplans for the most critical medium to high value opportunities.

  • Understand the formal and informal buying processin the customer's environment – theinfluencers, gatekeepers, decision makers, budget holders and procurement- and develop strategies for each tomitigate 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 AccountDirectors and Local Country Oracle management teams.

  • Collaborate with Marketing, Product and CustomerSuccess to develop a sustainable “value proposition” to drive positive salesoutcomes 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 qualifiedopportunities to meet and exceed your quota targets

  • Effectively and rigorously use Oracle CRM system tomaintain and manage your pipeline for end to end opportunity management and toensure 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 competitivelandscape – the known and unknowns

  • Travel commitment – approximately 50 – 60% of time.

Required Skills:

  • Successfully sold Enterprise class applicationsinto Financial Institutions

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

  • Proven consultative and solution sales solutionskills, including the ability to articulate and build clear and concise returnon investment value statements.

  • Ability to manage complex and long tail salescycles along with the ability to provide coordination, leadership and directionto your extended team/ colleagues

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

  • Ability to own, control and manage complex customernegotiation cycles with procurement, legal and executive leadership teams onthe path to contract close.

  • Strong orientation to internal team communication, continuouscollaboration and establishing transparency amongst stakeholders.

  • Ability to manage complex and wide ranging internalprocesses, including global approvals within the Oracle structures

  • Willingness to continuously learn and ideate newideas and solution approaches with your External (Customer/Partners) and Internalstakeholders

  • Very Strong Spoken and Written Communication andInterpersonal skills.

  • Fluent Italian / Spanish

Preferredskills:

  • You have a strong orientation towards Big Data,Data Science, Machine learning, AI and Graph based analytics

  • A good understanding of implementation approachesand implementation cycles.

  • Prior team leadership experience would bebeneficial

Detailed Description and Job Requirements

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.

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. 8 years applicable experience including 7 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.

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

Job: Sales

Location: IT-Italy

Other Locations: ES-Spain, PT-Portugal

Job Type: Regular Employee Hire

Organization: Oracle