Banking Sales Director, Banking Application Sales,

Organization\:               Oracle Financial Services Global Business Unit (FSGBU)

Travel Required\:          Regional and occasional International travel

Education\:                   Graduate degree in related fields is preferred

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

Within the FSGBU portfolio of offerings includes Oracle FLEXCUBE Universal Banking (FCUBS). This is Core Banking for the Bank of Tomorrow where we help clients to\:

• Accelerate digital transformation.
• Drive business agility.
• Forge partnerships.
• Deliver optimal efficiency.

The following Products & Solutions are sold in this portfolio\:

• Oracle Flexcube (FCUBS)  - Please click on Flexcube
• Oracle Digital Banking eXperience -Please click on ODBX
• Oracle Lending & Leasing – Please click on Lending and Leasing
• Oracle Investor Servicing – Please click on FCIS

The existing vacancy is for a seasoned banking software application sales person to position and sell software licenses for Oracle’s core banking, digital banking, payments, mid-office solutions across retail and corporate banking as well as the Microfinance and Financial Inclusion segments. The territory is defined as East Africa (Kenya, Rwanda, Uganda only) within the banking and Financial Services industry.

• Achieve revenue targets for Licenses across the various specified banking solutions for the three listed countries in East Africa (Kenya, Uganda, Rwanda).
• Strategically engage customers with the view of building key relationships and creating the foundation for License purchases.
• 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.
• Sales lead generation and pipeline management using Oracle Sales Cloud (Fusion) CRM platform with regular, complete and concise updates Forecast accurately and execute deal closures in a structured and transparent manner.
• Collaborate and across Oracle Line of Business stakeholders in Kenya and East Africa and within the various teams within the FSBGU.
• Work with existing partners and identify new strategic alliances to grow license revenue and expand customer footprint.

• Seasoned Banking Software Sales professional with minimum of 15 years of experience in the areas of core & digital banking applications like Finacle (Infosys), T24/IBIS/Globus (Temenos), Midas/Bankmaster/Equation (Misys/Finastra), Banks/Quartz (TCS), Symbols (SunGuard, SystemAccess), SAP, or similar vendor applications
• Experience in shaping and developing significant investment initiatives / projects of $US 2M and upwards, including business case development, detailed solution scope, implementation approach and plan, etc.
• Deep knowledge about the East 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)
• Pre-established Relationships with CXO’s with key East African banks, is essential for this role
• Knowledge of finance fundamentals, retail/commercial banking products life cycle, accounting and back-office operations
• Ability to bring in insights about the emerging trends in banks’ buying patterns relative to enterprise risk management and compliance systems is vital
• Proven network of executive level contacts within the South African and African banking community.  
• Knowledge of IT and Banking
• Excellent communications 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 (Africa) and Internationally as required

!|!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.

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).!|!