Oracle Master Principal Sales Consultant in Santa Clara, California
Provides direction and specialist knowledge in applying the technology/application to client business. Facilitation of customer product/application understanding through presentations demonstrations and benchmarks; provision of support throughout the sell.
As a Master Principal Sales Consultant you will be responsible as the expert for formulating and leading presales technical / functional support activity to prospective clients and customers while ensuring customer satisfaction. Acts as a technical resource and mentor for less experienced Sales Consultants. Focuses on large or complex sales opportunities that need creative and complex solutions. Develops productivity tools and training for other Sales Consultants. Develops and delivers outstanding Oracle presentations and demonstrations. Leads any and all aspects of the technical sales process. Advises internal and external clients on overall architect solutions.
Acknowledged authority within the Corporation. Acts as a leader of large-scale company initiatives. Viewed by peers as a leader and top contributor and by line management as a key business partner. 3 years vendor (sales and marketing) experience. 7 years business experience with relevant computer applications or database/tools. Ability to implement the most advanced product features. Thorough knowledge of system and application design. In depth knowledge of competitors. Demonstrated project management skills. Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques. Ability to persuade others through presentations, demonstrations, and written communication. Ability to travel as needed. BA/BS degree or equivalent, advanced degree highly desirable.
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 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 Business Unit (FSGBU).
The Global Corporate & Transaction Banking Solution Lead will be responsible for supporting the Oracle Banking Sales Managers in USA and LATAM countries from both a functional, solution and commercial perspective in the Corporate and Financial Institutions Banking Industry. 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 Corporate & Transaction Banking Solution Lead, the candidate should have extensive prior experience in Corporate & transaction banking including corporate core banking, Credit & Lending (Bilateral, Agency Lending, Secondary Loans Trading), Payment processing, corporate liquidity management, Treasury and trade finance. 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 in these areas will be highly desirable.
In addition, the Corporate and Txn. Banking 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 FSGBU product management to give definitive product development direction.
Own the solution on major engagements.
Play an integral role in the sales process utilising knowledge of products and their capabilities to assist sales executives in addressing client/prospect requirements.
Develop appropriate product solutions to meet client/prospect business requirements.
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.
Drive commitment process on behalf of sales executives to obtain internal commitment to perform work defined in solution assurance documents.
Provide direction to sales support team for creation and packaging of proposals.
Drive cross-LOB opportunities and works with the other LOBs in order to provide the best possible solution and proposal for a client s requirements.
Provide input to appropriate sections of Requests for Proposal and Requests for Information.
Set up and deliver product presentations/demonstrations to clients/prospects either in person or via web-based tools.
Create and maintain opportunity-specific product presentations and collateral.
Participate in business requirements review with client/prospect.
Participate in product release process.
Provide feedback on client/prospect requirements to product managers on regularly scheduled basis.
Interact with vendors and other organisations where appropriate to evaluate third-party vendor opportunities and solutions.
Understand current business/industry environment (financial services and banking) including relevant regulations, business drivers, evolving business needs etc.
Develop and present proposals for Business review and approval.
Other related duties assigned as needed.
Preferred qualifications, experience, knowledge:
Experience in two or more of these domains; Corporate & FI core banking, Credit & Lending, Payments, Corporate Liquidity/Cash Management, Treasury and Trade Finance. Strong knowledge of banking & finance fundamentals, commercial banking products life cycle, accounting and back-office operations.
15 years proven track record in providing solutions to the conventional financial services, capital markets or banking sector in the Americas region.
Functional domain experience and expertise in one or more of the following product/vendors
Global Corporate & Transaction Banking experience with applications like Banking applications like Loan IQ, Trade Innovation (Misys/Finastra), ACBS (FIS), FLEXCUBE (Oracle), Finacle (Infosys), Globus/T24/IBIS (Temenos), Intellect GTB Suite.
Payment processing experience with applications like GPP (Fundtech), Clear2Pay, Dovetail, ACI
Corporate Cash & Liquidity Management with vendors like Intellect Arena, Tieto
Previous experience with Oracle FLEXCUBE UBS is advantageous.
Relationship management experience with Corporate 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.
Fluent English, fluency in Spanish/Portuguese will be preferred as well.
Must be willing to travel (>50% of work hours).
Must be authorized to work within USA.
Job: *Pre Sales
Title: Master Principal Sales Consultant
Location: NY,New York-New York
Requisition ID: 18001DWU
Other Locations: United States, US-NJ,New Jersey-Edison