Senior Consulting Sales Manager

1 month ago

Nairobi, Nairobi Area, Kenya Oracle Full time
Oracle Corporation is an American multinational computer technology corporation, headquartered in Redwood City, California.

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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