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Head of Sales – Banking Africa-21000I9BApplicants are required to read, write, and speak the following languages:English
Preferred Qualifications
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
Its portfolio of offerings include Oracle FLEXCUBE, a complete universal banking product suite for consumer, corporate, investment, private wealth management, mobile and internet banking, consumer lending, asset management, and investor servicing, including local and cross-border payments across channels and networks. Oracle FLEXCUBE enables banks to standardize operations across multiple countries, to transform their local operations, and to address niche business models like direct banking, Islamic banking, and mobile banking.
Products & Solutions :
Oracle FLEXCUBE - 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
Description
What You’ll Do
Brief Description of the Role:
Overall responsibility for the Oracle Financial Services Banking business unit in East, West Africa and sub-Saharan African (except North and South Africa) for direct & indirect license sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle Financial Services banking opportunities in the region, leading Oracle’s overall account strategy from an industry perspective across Oracle’s line of businesses.
Builds, and executes a sales strategy in territory. Manages a team of senior sales representatives with a clear focus on maximising sales productivity. Willing to take on the role of Executive Sponsor as required. Should be strong in negotiation and be able to demonstrate Oracle Value. Participates in strategic and tactical planning for the Business Unit. Builds working relationships with the other Oracle lines of businesses in the respective territory to develop joint account plans. Develops and executes a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales teams and participate in weekly forecast calls with the EMEA and Global Oracle FSGBU management team.
Directs and ensures the implementation of operational policies with his directs. Interacts internally and externally with executive management to influence policy. Previous license sales management experience required.
Given our sole focus on the Financial Services industry, it is essential that this individual has experience in selling application and technology solutions to the Financial Services Industry as well as managing high-performance sales teams. A thorough understanding of the Banking Solutions Sales Cycle, Customer’s Buying Cycle and Sensitivities including the Services Associated with a License Sale is a key requirement for this role.
Ideally, the candidate should have demonstrated high levels of proficiency in managing sales teams in selling core banking and digital banking solutions. Experience in solution sales is key to this role.
This role is will be part of the FSGBU JAPAC EMEA leadership team reporting into the Sr. Sales Director for Middle East & Africa.
Required Skills/Experience
What You’ll Bring
10-12 years min experience selling application and technology solutions to the Financial Services market with a focus on Banking. 7 years minimum sales management experience, growing and developing high performance sales teams across remote locations Proven track record of building markets. Proven track record of meeting and exceeding targets Pre-established Relationships with CXO’s in leading banks in the market is essential for this role. Demonstrated ability to close large complex deals ($5M USD upwards in License Fees) Proven track record in building relationships at all levels at leading financial institutions in East, West Africa and sub-Saharan African. Excellence in verbal and written communication in English. East, West Africa and sub-Saharan African Equally proficient in Sales Strategy and Sales Execution.
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).
Detailed Description and Job Requirements
Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.
Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.
Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.
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).
Job
:Sales
Location
:KE-KE,Kenya-Nairobi
Job Type
:Regular Employee Hire
Organization
:Oracle
